Practicing Gratitude
When it comes to business development, one of the key ingredients is a healthy dose of gratitude. Being grateful takes practice. To make saying “thank you” a habit, you have to develop a framework that works best for you. Consistency is key in this endeavor so that it becomes second nature.
I have built a consistent practice of thanking clients for taking the time to meet with me or for how they have specifically assisted me and my staff with their matter. Humans like to be acknowledged and appreciated.
As for attorney relationships, expressing gratitude for a referral goes a long way. Gratitude builds trust. When trust is high, an attorney is more likely to send work your way. You are also top of mind for having shown gratitude.
Here are some tips to practice gratitude:
Gratitude Journal. Putting what you’re grateful down on paper can bring your presence to having gratitude. Increasing awareness will facilitate your seeing more opportunities to experience and express gratitude.
Handwritten Notes. Although I am a fan of the quick “thank you” email, truly nothing beats the handwritten thank you note. The added time and attention it takes levels up the gratitude a couple of notches. It is such a delight receiving a handwritten note in the mail.
Be Unconventional. Think outside of the box next time you want to thank someone for a referral or taking the time to answer a legal question you had. Send a book. Buy a gift card for something that you know aligns with the person’s interest. Invite the person to partake in an experience.
Be Open to Gratitude. Have an open heart for receiving gratitude. The old adage is don’t give to receive, but I’d encourage some gratitude reciprocity. Learning how to accept gratitude goes a long way for building a relationship. “You’re welcome” is a pretty powerful thing to learn how to say with grace.
Small/Micro Gestures. These do not have to be big grandiose events, gifts, or gestures. For many attorneys with productive practices, adding another item to their plate is overwhelming. Start small (and stay small if that works for you).