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.

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