Your brand new client may perceive your firm as a very responsive and in touch due to your frequent communications. But when that communication falls off, he may suspect you only wanted to land him as a client and are not interested in working with him over the long term.

What you need is a system of regular, new-client communication. Use it not only to stay in touch during the occasional quiet period but also to strengthen the relationship. This will result in a higher percentage of referrals from new clients.

This series of communications should begin right after your prospect becomes a client (the "honeymoon" phase) and consist of a series of letters (or emails) sent 7 to 10 days apart. What should those communications consist of? Read on to find out.