by Trey Ryder

You want to establish the strongest possible relationship with prospects as quickly as you can. The more formal you act, the more distance your prospect feels between you. The more casual and informal you act, the closer your prospect feels to you.

Here are ideas that will help you erase barriers and build strong bonds with prospects and clients.

1. Come to the reception area and walk your prospect back to your office or conference room.

2. Invite your prospect to call you by your first name. The closer your prospect feels to you, the stronger your bond.

3. Offer your prospect something to drink. This relaxes him and makes him feel more at ease.

4. (For men) If you're wearing a suit coat or sport jacket, take off your coat when you get back to your office or conference room. You might even go as far as loosening your tie, if your prospect isn't wearing a tie. This shows your prospect that you're changing from your formal outside-the-office appearance to your relaxed inside-the-office work mode.

5. Sit next to your prospect on your couch, in comfortable chairs, or at your office conference table. This prevents your desk from coming between you and your prospect.

6. If your prospect engages your services, give your new client the numbers of your home phone and cell phone. You might also include instructions on when you do and don't want after-hours calls.

© Trey Ryder

FREE LAWYER MARKETING ALERT: If you'd like to receive Trey Ryder's weekly Lawyer Marketing Alert, send an e-mail to [email protected]. Write "Subscribe LMA" in the subject line and write your name and e-mail address in the body of the message.