Use Case Studies to Demonstrate Value

I love a good story, don’t you? 

In my last video, I talked about a quick and easy way to develop content for all of your firm’s marketing needs, by answering your clients’ frequently asked questions. Today, I want to talk about another kind of content – case studies.

Most people love a good story, so why not take advantage of that by telling the stories of your clients in your marketing materials in case studies?

Why Should Lawyers Create Case Studies?

  • Case studies help to educate your potential clients by showing them what you do and who you do it for.
  • They give examples of outcomes you’ve achieved with other clients in the past, and show how you did it.
  • They help build trust – a potential client will see that you have already handled a similar problem successfully.
  • They’ll see that you’ve already helped people like them achieve their desired results.
  • They illustrate your expertise, rather than just telling people about it.
  • They offer concrete evidence that the firm can do what it says.
  • They help demonstrate your approach and how you provide value to your clients.
  • If written properly, case studies are more engaging and entertaining than long explanations of legal concepts; they show how those legal concepts work in the real world.

How Can Lawyers Use Case Studies?

Case studies can be used to pitches or proposals for new clients, in addition to websites, blog posts, newsletters, and more.

And case studies don’t have to be just written text – consider having the lawyers in your office record video case studies, talking about matters they’ve handled for their clients. You might even use Videosocials to record them! (That’s how I record almost all of mine – email me if you want to come as a guest to a Videosocials meeting).

Watch Out for Ethics Pitfalls

As always, if you don’t have consent from your clients to talk about their case, you should be sure you don’t include client names or other identifying information in your case studies, and you should include any disclaimers that might be required in your jurisdiction.

I’m Allison Johs from Legal Ease Consulting, and if you want to learn more about how to create compelling case studies for your law firm, stay tuned for my next video. In the interim, you can see more on legal marketing at any of the links below:

Do You Know Where Your Best Clients Come From?

Do you know where your best clients are coming from? Do you keep track, or are you just relying on your memory? Do you know how many of your inquiries or initial consultations became paying clients last year? If you’re like many of the solo and small firm lawyers I talk to, your answer to these questions is probably no.

Watch the video, or read below on to find out more.

I was talking to a client last week about his marketing. We were trying to build a profile of his best clients and referral sources. But when I asked him was who his best referral sources were and how are his best clients coming to him, he didn’t know. He had a couple of ideas, but no hard data to check them against.

If you don’t keep track of how clients are coming to you, how do you know what’s working? How do you know whether your marketing and business development resources are being expended the right way? How do you know whether you need to change something in your marketing to attract more clients who are the right fit for your practice or to change your intake and initial consultation process to get more of those potential clients to become actual clients?

The answer is that you probably don’t.

This is some of the most important data you have in your practice, so if you haven’t been keeping track up until now, it’s time to start. It doesn’t have to be complicated – it could be as simple as setting up an Excel spreadsheet.

You’ll want to track:

  • The name of the potential client;
  • The date of each contact with the client;
  • The method of each contact (phone, email, etc.);
  • How the client came to you (be specific – if a client saw a presentation or seminar you gave, which one was it? If they found you on the internet, did they find your website, your blog, or through an attorney directory? Who referred them to you? Did they click through a link from your email newsletter?)
  • If the client comes for an initial consultation, note the date of the consultation.
  • If the potential client becomes a client, keep track of the date that they did so, the fee they’re being charged, and the specific problem they needed you to address.

Review this information regularly to determine which referral sources are most effective and to help you follow up with potential clients. The spreadsheet can help you focus on your best referral sources, improve your referrals from other sources, and keep in touch with potential clients that haven’t yet become paying clients. It can also help you understand your sales cycle better so that you can plan better and improve cash flow.

Learn more about legal marketing:

Quick and Easy Content: FAQs

Are you struggling to find topic ideas for your firm’s website, blog, newsletter, social media accounts, or presentations? Today’s tip is an easy way to develop topics for all of these and more.

One of the easiest ways to develop topic ideas for all of your law firm’s content needs is by using FAQs, or frequently asked questions.

  • What are the questions almost every client asks (or doesn’t ask, but wants the answers to)?
  • What topics do you need to cover with all new clients when they come to your office?
  • What questions do you staff receive on a daily basis from clients or potential clients?
  • Questions can be substantive (“How much money will I get for my case?” “What is an irrevocable trust?”) or procedural (“How should I prepare for my deposition?” “What do I need to bring to my closing?”)

Creating content around frequently asked questions saves time for both your potential clients and your firm. They help build trust in your law firm. FAQs can also help set expectations for potential clients about what to expect when working with your firm.

FAQs can help keep web visitors on your site longer, especially if you link to longer resources on your site from within the FAQs. For example, you might create an FAQ page on your website that answers questions in a concise manner and then link to a more complete page or blog post that addresses the same topic.

Since FAQs are just that – frequently asked – they are great for SEO because they mirror exactly the kinds of questions your potential clients may be typing into a search engine. Not only that, but if your FAQs are presented in a question-and-answer format, they can improve your results in voice search as well.

Frequently asked questions present an almost unlimited opportunity to develop content for your law firm. Every time a client or colleague asks a question, it is a potential FAQ topic, because if one client has the question, it is highly likely that others do as well.

Please leave me a comment and tell me what questions you have about marketing and running your practice – maybe I’ll address them in a future post/video!

For more about marketing see:

Counteracting Negative Online Reviews

You may have heard that the best way to counteract negative reviews online is by outnumbering the bad reviews with good reviews – as a matter of fact, I mentioned that in my last video. But did you know that there is a right way and a wrong way to do that?

One big no-no in responding to a negative online review is to post fake positive reviews to counteract the negative review. This is one tactic that has been frequently employed by some reputation management companies. It is an absolute no for lawyers. It violates what I sometimes call the “golden ethics rule” for legal marketing: lawyers are prohibited from disseminating false or misleading information about themselves or their practices. Fake or made-up reviews fall squarely into this category, whether they are posted by the lawyer themselves or by a reputation management company or other third party.

And that brings me to the next question: should a lawyer write the review for the client, and have the client approve or “sign off” on the review? This is a bit more of a grey area, but I wouldn’t recommend it, even if a client asks you to just “write something for them and they’ll sign it.”

The most effective reviews or testimonials are those that are written in the client’s own words, and are based on the client’s experience. But you do want to make it as easy as possible for clients to write you positive reviews, and there are several ways that you can do that. For example, you might consider one or more of the following:

  • Having a third party (like Legal Ease Consulting) interview the client for you
  • Establish a firm interview team that conducts post-matter interviews of clients
  • Suggest areas clients they can discuss in their review (such as responsiveness, timeliness, etc)
  • Send clients links to your Google Business Page to leave a review
  • Request LinkedIn recommendations from clients

If you want help getting some great client reviews, testimonials or case studies, send me an email to see how I can help.

See more about marketing:

What Should You Do When You Get a Negative Online Review?

What should you do if you receive a bad online review from a client? In my last video, I discussed three mistakes lawyers make when responding to bad online reviews. But what should you do if you receive a bad review?

First – feel free to vent. Talk to your spouse, your colleague, or type out a response to every allegation the client has made. Just don’t post it online or actually send it to your client, or you might cause the client to escalate and leave even more bad reviews.

Second – remember that your response to a negative online review is really for the next potential client who might be reading the review, not for the client who wrote the review. Respond to the review in a calm, measured tone. Be professional. Let future potential clients see how well you handle conflict and de-escalate the situation. Let future clients know that this is not the experience you want clients to have with your firm. You might even be able to turn a negative review into a positive.

Third – the best way to counteract bad reviews is to outweigh them with good reviews. Most good clients will recognize a crazy person who would never be satisfied as an anomaly, particularly if there are good, substantive reviews and client stories that outnumber the bad ones. Get into the habit of asking good clients to leave you a review. Set up a system to capture all of the great things clients say about you so when a bad review comes, it won’t carry as much weight.

Not sure where to start getting good client reviews and testimonials? I can help. Send me an email so we can set up a time to chat!

Negative Online Review? Avoid These 3 Mistakes

What do you do when you get a negative review online?

Discovering that someone has left a bad review of you or your law firm online can be a lawyer’s worst nightmare. But you can make that nightmare even worse by the way you respond. So here are three mistakes lawyers should avoid when responding to negative online review.

Illustration of hand leaving star review on a device
  1. Going negative.

Resist the urge – as tempting as it might be – to respond in kind to a negative review online. All that does is make it look like you’re arguing publicly with your client. Now is not the time for you to tell your side of the story. You may even anger the client further, causing them to leave even more negative reviews.

2. Revealing client confidences in a response to an online review.

It can be tempting if you’re trying to tell your side of the story to reveal things that normally you would never reveal in an attempt to show why you are right and the client is wrong, or to demonstrate that you did everything you possibly could for the client. But don’t make a bad online review worse by turning it into an ethics complaint.

3. Ignoring or failing to acknowledge a negative review.

While it may not be the time to tell your story, you do want to make sure that you are giving some sort of response.

Do:

  • Be brief
  • Acknowledge the concern or complaint of the client
  • Show your concern
  • Encourage the client to contact you offline
  • If you know the identity of the client, indicate in your response that you will contact them offline to resolve the issue.

Don’t respond substantively.

If you’d like more videos on how to respond to online reviews, please subscribe to my YouTube channel or see these videos below:

Think Marketing is Unprofessional?

Do you avoid marketing because you think it’s a little sleazy, or because you don’t want it to seem like you’re begging for business?

If this is how you feel about marketing, you’re not alone. I’ve heard this sentiment about marketing throughout my career, both as a practicing lawyer and as a consultant for lawyers and law firms. But today I’m here to suggest that there is another way to think about marketing that might actually make it something you look forward to doing.

For a long time in the U.S. lawyers didn’t advertise their services at all – it was seen as unseemly. The attitude was that lawyers are professionals and that advertising was beneath them. When some of those restrictions were lifted and lawyers started advertising, some lawyers were appalled at the ads they were seeing and the ways that lawyers were advertising their services with over-the-top ads with screaming or tasteless comments or explosions, etc. Bar associations across the country attempted to create rules that would prevent attorney advertising from demeaning the profession. For many lawyers, that perception of the sleazy lawyer ad has stuck.

Understandably, lawyers who don’t want to be associated with those kinds of advertising methods are skeptical. But here’s the thing – advertising and marketing are two different things. Marketing doesn’t have to be begging for work or looking as if you are not competent because you’re looking for business. And not all advertising has to be over the top.

Let’s get back to basics.

Why did you go to law school or decide to choose the practice area you’re in?

The word HELP with one figure helping another to climb on the P

If you’re like most lawyers I talk to, you wanted to make a difference and to help people. You work hard for your clients and your goal is to get them the very best outcome you can achieve for them. You sincerely believe that you do good work for your clients and that the clients you work with are in a better position after having worked with you than they were before.

And if that’s the case, you’d like to help more people who are just like the clients you have already helped. Your goal in marketing your law practice is not to beg for business or for money, but to identify and attract the clients you can provide the most service to – the clients who already need your help, but who either don’t know who you are or who don’t know how you can help them. You have something those people already need. You’re not trying to convince people who you can’t help or who don’t need your expertise to give you money – you’re simply trying to find those who do.

If you can think about marketing in these terms, and approach your marketing as a way to find people that you can help, you may be less inclined to avoid it.

Do you want help to create a marketing plan with a service mindset? Please contact me!

More videos on legal marketing:

Get More Out of Online Networking

Are you disappointed with the results you’re seeing from LinkedIn or other online networking? Maybe it’s time to modify your approach.

If you went to a live networking event and all you did was talk about yourself, you probably wouldn’t get the best results. But that’s exactly the mistake I see a lot of people making on LinkedIn and in their other online networking. They’re so concerned about what they are going to post, how often they should post, and how they can improve their visibility that they forget what networking is really all about.

It’s about building relationships. And in order to do that, it can’t be a one-way conversation. 

If you want to get more out of your online networking efforts, you need to approach it the same way you approach networking in real life. It’s about engaging with other people.

Visibility is important, but visibility alone won’t build relationships, and relationships are what drives business. People do business with people they know, like, and trust. If you want people to engage with you, you need to engage with them. You need to nurture your network.

Illustration of people engaging in social media

Spend as much time engaging with the posts and other online activity of the people in your network as you do posting to your own feed. The more likes and comments a post receives, the more that post will be seen in the feeds of the other people in your network. But don’t just go around liking things willy nilly, or leaving meaningless comments.

Take the time to say something thoughtful, to ask a question, or to provide your take on the other person’s post. Really read the article they’ve shared or watch the video they’ve posted so that you can provide meaningful commentary. If you want to share their content, tell your audience why you’ve shared it and what they might get out of reading or watching.

Not only will this kind of engagement encourage your connections to engage more with your posts, but your thoughtful comments may lead people in your connection’s network back to you to expand your network.

If you’d like more help with LinkedIn, pick up a copy of my book, Make LinkedIn Work for You, or register for the online LinkedIn Essentials course.

Learn more about LinkedIn:

How to Get More Traffic to Your LinkedIn Company Page

Do you have a LinkedIn Page for your business or law firm but don’t have many followers?

One of the most frequent questions I get about LinkedIn Pages (which are for businesses, as opposed to Profiles for individuals) is, “How do I get more traffic to my LinkedIn Page?” It used to be very difficult. You could add a follow button to your website, or send individual messages or posts with links to follow your Page. But I could never understand why business owners didn’t have the same ability to directly invite people to like or follow their LinkedIn company or firm page that business owners have on Facebook. Now you finally do.

LinkedIn has now added the ability to invite your Connections to Like your LinkedIn Page for your law firm, and it’s very easy to do. There’s a new invite connections module on the right sidebar on your Admin Page, or you can use the tools dropdown in the top right corner and click on invite connections to choose which connections to invite to like your Page.

You’ll also want to make sure that all of your employees have LinkedIn Profiles and that they list the firm as their current employer (Make sure they list it exactly the way it is listed on the firm’s Company Page). When they do so, they’ll automatically become followers of the Company Page, and they’ll show as employees of the firm when someone views the Company Page.

If you’ve uploaded your logo to the Company Page, that logo will also show on the employees’ Profiles, and it will be linked to your Company Page. This way, viewers of your employees’ Profiles on LinkedIn will be directed to your Company Page if they click on the logo.

Finally, don’t forget that when visitors reach your LinkedIn Page, you want to make sure that it’s stocked with valuable content that they can use!

Get a free copy of my LinkedIn tips sheet here – or watch more videos about LinkedIn:

Are You Using Keywords Strategically on Your Website?

Are you using keywords strageically on your law firm website?

Keywords are words that your potential clients would use to search the internet for a lawyer who does what you do.

The golden rule of writing website copy is to write for human beings first, and search engines second. So you should never force or “stuff” keywords into your site. But as you are writing your web copy, you should think about using keywords strategically in a way that flows naturally on the page.

What do I mean by using keywords strategically? Well, did you know that each page on your website should target a different set of keywords?

And did you know that there are certain “power positions” on each webpage that Google and other search engines pay more attention to?

tiles spelling out SEO

When reading your web pages, search engines use algorithms, or specific sets of rules to determine what the page is about and to decide whether to return that page as a result in a search query. And they give more importance to certain elements on your web page, because the search engines assume that the copy that is used in those elements is likely a good indicator of what the page is about.

There are 5 power positions on your web pages where you should consider including your targeted keywords:

  • Headlines – especially the main (H1) headline on the page
  • Subheads
  • Bold text
  • Link text
  • Captions

If your keywords are incorporated into those power positions, your web page will rank higher in search for those keywords.

As I’ve mentioned in other videos, to be most effective, keywords also should be incorporated in your site’s meta-data, the behind the scenes code for the page that search engines see, but visitors don’t.

See more videos about law firm websites:

3 C’s of Strong Websites

Did you know that 75% of people judge a business by their website?

While lawyers may think this isn’t true for them, the fact is that, especially now, when many of our encounters are purely virtual, more and more potential clients will be judging you by your website.

A weak website can cost you up to 50% of your potential business.[i]

Let’s talk about three C’s for strong websites: clear, client-focused, and consistent. Let’s look at each one.

Clear

Attention spans are getting shorter by the day. Most people give your website only 8 seconds before they click away if they can’t find what they want or they aren’t sure they’re in the right place. I talked about this a bit in a previous video in relation to your Home page, but not every web visitor lands on your Home page first. Clarity is important on every page of your website.

That means that in the first 8 seconds, it should be clear to any visitor what your law firm does, who you do it for, where you are located, how to find what they are looking for, and what to do next.

[To keep your message clear, text should be easy to read – preferably dark text on a light background – and images should be related to the content of the site.]

Client-focused

Next, your website needs to be focused on your clients. Many law firm websites are weak because they focus more on the law firm than the client. Your website is about your firm, but it is for your clients.

To be client-focused, your website should speak to one client at a time, as if you’re having a conversation with them.

It should instantly solve a need for them; you want your ideal client to  land on your site and immediately think that you’re the solution for them because you understand their problem and know how to solve it.

And it should answer their most common questions.

To do all of that, you need to know your potential clients, their needs, and how best to speak to them.

Consistent

The third C is consistent – your website needs to have a consistent voice in the copy throughout the site, and it should flow logically.

The look and feel needs to be consistent throughout the site as well. Page layouts, headers, footers, and navigation should be consistent. [If navigation is at the top of the page on the Home page, that’s where it should be elsewhere on the site.] You want your potential clients to stay engaged and to be sure that they haven’t accidentally navigated to a different site.

Is your law firm website clear, client-focused and consistent?


[i] https://www.business.com/articles/7-website-design-mistakes-that-can-hurt-conversion/

See more of my videos about law firm websites:

Pronunciation Problems? LinkedIn Can Help

Are you tired of people mispronouncing your name? Or are you one of those people who’s horrible about figuring out how to pronounce a name just by looking at it? If so, LinkedIn can help.

Hi, I’m Allison Shields Johs, President of Legal Ease Consulting, where I help lawyers create more productive, more profitable, and more enjoyable law practices. I’m also the co-author of Make LinkedIn Work for You: A Practical Handbook for Lawyers and Other Legal Professionals. But whether you are a lawyer or not, this tip will come in handy for you.

LinkedIn has added a handy new feature to its profiles – you can now add a recording of your name and display its pronunciation on your Profile. This feature is not available on the desktop version of LinkedIn – you can only do it on the mobile version of LinkedIn on your iPhone or Android phone.

To record and display the pronunciation of your name on your LinkedIn profile, click on the icon to edit in your introduction card, which is at the very top of your profile – the area where your picture appears. Tap the plus sign next to record name pronunciation, then press and hold the record button while you record yourself saying your name slowly and clearly. Make sure you are recording in a place with no background noise; you can redo the recording as many times as you like until you’re satisfied. Don’t forget to press save!

I would encourage everyone to do this as soon as possible, even if you think your name is easy to pronounce. LinkedIn is a world-wide program, and although your name might be common in your country, it may not be common to everyone – or even to those living in your country who are not native to your country. To me, this is a game-changer, since I am terrible at figuring out how to pronounce people’s names, which can make for awkward calls or conversations.

If you want more information about how to improve your LinkedIn presence, get a copy of my free printable LinkedIn tips sheet here.

More LinkedIn videos:

3 Ways Video Can Help Your Law Practice

Are you still not using video in your law practice? Here are three easy ways to incorporate video into your law practice.

Marketing
The first one is marketing. And it’s probably the most obvious.

People do business with people they know like, and trust. But these days, we’re not getting to spend too much time with people. We can’t go to big events, and we’re not doing in-person networking. For many of us, we’re not even seeing our family and friends, so it’s that much harder to get the word out and to meet new people. It’s all virtual.

That means video is now more than ever, a really important tool for you to help people get to know you. When they watch a video. It’s like talking to you; they feel like they know you before they even pick up the phone or send you an email.

Answer Clients’ Frequently Asked Questions
The second way that you can use video in your law practice is by answering clients’ frequently asked questions.

I often talk to my clients about putting frequently asked questions on their website for potential clients. But the same thing is true for your existing clients.

You’ve probably answered the same questions over and over from clients – and it’s time-consuming. If you create a video library to answer clients frequently asked questions, you can send them there first and free up some more time for you to do important client work. It’s a great reference tool for them.

Onboarding and Training New Employees
The third way to use video is to onboard and train new employees.

A lot of my solo and small firm lawyers tell me that it’s really time-consuming to train. And they often don’t want to hire somebody because they don’t have the time to spend training – they need help.

If you create training videos or videos that explain what your firm does, how you do things, and who your clients are, and give them training on the specific ways that you do things differently than other firms might, you only have to create the vidoes once. That takes some of the burden of training off of you. And it also creates a place that your employees can go back to for reference if they have questions or if they’re not sure how to do something.

I’m sure you can come up with even more ways that you can use video in your practice. Video doesn’t have to be expensive or time-consuming to produce. For example, I’m creating this video on a Videosocials call. (I highly recommend Videosocials – if you decide to try them out, let them know I sent you!)

Want more tips about how I can help your practice? Contact me – or watch more of my videos:

What Makes a Great Testimonial or Recommendation?

In my last couple of videos, I talked about LinkedIn Recommendations and testimonials – why you need them and how to ask for them.

But what makes for a good client recommendation or testimonial? Watch the video below and/or read on to find out!

The purpose of a testimonial is to help overcome client objections and to help your ideal clients to recognize themselves and see that you are a good choice for them.

You’ve probably heard testimonials on television commercials for lawyers that say something like, “I was injured in a truck accident. The insurance company only offered me $7500 to settle my case, but my attorneys got me $1 million.”

That kind of testimonial tells you what the lawyer does – plaintiff’s personal injury, but I don’t think it quite goes far enough, and it’s a little one-dimensional, focusing only on outcome.

But clients care about a lot more than outcome when they are working with an attorney. They care about what it is like to work with you, how easy you made it for them to navigate the process, whether they felt like you really cared about them and their problems, and more.

You may have also seen testimonials on lawyer websites that said something like, “Allison was great to work with on my estate plan. I highly recommend her.”

This tells you what the lawyer does and says something about the client experience, but it still doesn’t go quite far enough.

The best client testimonials tell a story about the experience – and it’s that story that the potential client reading your website will relate to. Even better would be if the testimonial demonstrates a before and after – what objections or concerns did the client have before retaining you? How did you address those concerns or objections? How does the client feel now?

You’ll want to include a number of different testimonials on your website and recommendations on LinkedIn that talk about various aspects of your service or that address the most common objections that clients have when hiring a lawyer in your practice area.

For example, look at the difference between the following two testimonials:

  1. “Mary was wonderful! She was so responsive, and we really felt that she had our best interests at heart.”
  • “Mary was invaluable in helping us through a difficult time. I was a bit skeptical at first that mediation would be able to help us resolve all of our divorce and custody issues, but Mary took the time to listen not just to what we were saying, but to dig deeper to find out what was really important to each of us and to develop a financial and custody plan that would work for our family. Mary walked us through the process and was patient, even when we got emotional during our mediation sessions. She answered our questions, no matter how trivial and found a compromise that is fair to everyone and enabled us to move on with our lives.”

A good recommendation tells a story and gives potential clients a good picture of what it is like to work with you.

As always, don’t forget to check the rules of professional responsibility in your jurisdiction to ensure that a recommendation or testimonial complies with the rules before posting it; if it doesn’t comply, you may need to ask the client for a quick revision.

For more video tips see below:

How to Ask for a LinkedIn Recommendation

 In my last video, I talked about why LinkedIn Recommendations are useful for lawyers and covered the mechanics of asking for them. But I know that some lawyers are just uncomfortable asking for recommendations. They don’t want to appear to “salesy” or to diminish their professionalism.

There are ways to approach clients for recommendations or testimonials that aren’t pushy or overly promotional. The most important thing is to be genuine. If you truly believe that you have helped this client and that you can provide value to others with the services you provide, and you approach asking for recommendations with that attitude, it may be less uncomfortable.

By far the easiest way to ask for a LinkedIn Recommendation is to do it when a client says thank you or otherwise expresses appreciation for what you have done for them. An appreciative client will always be happy to spread the word about the good work that you do.

Tell the client you were happy to help them, and then ask if they can help you reach others in a similar situation by writing a Recommendation for you on LinkedIn. You can send them a link in an email or simply tell them that you’ll send a recommendation request and that they should look out for it in their LinkedIn account.

But you don’t have to wait for a client to say thank you before you ask for a recommendation. Y ou can make recommendations a part of your regular process. Build a procedure that automatically triggers a request for a recommendation at the end of every client engagement. You can make it a part of your closing documents or email including the link and instructions, or just add to your file closing checklist to hop on LinkedIn and send that recommendation request.

If the client is an ongoing client with no specific end to their engagement, such as a client you perform outside general counsel services for, you could ask for a recommendation every so often, for example at the end of the year, at the completion of a big project, or in conjunction with a certain event every year.

Say something like, “It was a pleasure working with you. Thank you for choosing me to help you with … I have found that potential clients like to read about what it was like to work with me, so I would be grateful if you would be willing to leave a recommendation on my LinkedIn profile.” You can leave instructions right then and there about how to do so and tell them you’ll be sending a request, or wait for the client to respond that they are willing to do it and then send them a recommendation request.

As always, you’ll want to check your jurisdiction’s ethical rules with respect to recommendations and testimonials, and review any LinkedIn recommendations you receive before you post them to make sure that they do not contain prohibited language. If they do, you can always ask your client to revise the recommendation before you post it. And if your practice area doesn’t lend itself to client recommendations with a name attached, you can use these techniques to ask a client for a testimonial that you can post on your website without their name attached.

Be sure to follow up with a thank you after the client leaves you a recommendation!

For more LinkedIn video tips see below: