Use Surprise Thank You Notes to Grow Your Law Practice

It’s human nature to appreciate receiving thanks for something you’ve done for someone. A referral source who sends you a desirable client, of course, should be thanked immediately. But, whether or not you thanked them at the time, a surprise thank you long after the good deed can have an even greater impact on the person being thanked.

By adding this simple legal marketing strategy to your overall client development routine, you’ll build trust and increase the TOMA you hold in the recipient’s mind (Top of Mind Awareness). Identify someone who referred you important work in the last two to three years, but with whom you haven’t connected in at least six months. It might be an attorney in a different city who sent you a career-changing litigation client, a past client who sent you her cousin’s startup company, an accountant who introduced you to his banker.

Think back to turning points in your career. Who helped you? Who are your longest-standing and most important clients or colleagues? Who made those introductions? Once you’ve identified that person, write them a note, send them an email, or pick up the phone to thank them.

Here’s the action challenge: Calendar it in to do one surprise thank you each week for the next 8 weeks.

About the Author

Bill Jawitz, Law Firm Coach and Consultant

Bill Jawitz has been coaching lawyers to become more profitable and enjoy a higher quality of life since 2002.

He can be reached at or at 203.806.1300.

I maintain a deep library of hundreds of best-of-breed checklists, templates, guides, and white papers on every aspect of managing a legal practice and law firm, from lawyer marketing plans, to hiring process checklists, to alternative fee engagement letters.

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