It’s such a regular experience that I’m surprised when it doesn’t happen. A lawyer, accountant or financial services advisor believe that their “network” of friends, family and business contacts will provide an endless source of leads. They believe the high quality of their work is a guarantee for future referrals.

Even if this were true, with all of the communications avenues available these days, why not use these new tools to stay in touch with your clients on a regular basis. It’s not expensive nor is it terribly difficult to do. One approach I like is short case histories or news items that can be sent via e-mail to your A-list, then posted on your website.

If your message is well-written and informative, clients will welcome it. You can also invite them to forward your e-mails on to colleagues – a sure way to increase your customer base.