Networking Your Ideal Process Service Client

It’s important to understand your ideal client for your process service business. Have you taken the time to identify who that is? Do you even know where to begin? Think about your existing clients and start from there. Who do you have the best rapport with? Who pays on time, every time? Who gives you the best assignments? What are the traits of this / these client(s)?

More likely than not, your ideal client is a legal assistant aka paralegal. I discussed this in the previous blog, but let’s go deeper.

Paralegals handle a multitude of tasks associated with the legal cases in the law firm, including contacting process servers. She/he generally has an associate’s degree or a certificate in paralegal studies, although some may possess a bachelor’s degree and/or be on the job trained. I’ve learned that many of the LAs I’ve worked with are in the mid-30s and hard workers. The 2015 National Utilization/Compensation Survey conducted a survey of paralegals in which they received 1069 responses. 5% were male, 94% female (I guess the other 1% didn’t specify) and the average age of the participants was 48 According to the Bureau of Labor Statistics paralegals and legal assistant positions were projected to grow “17% from 2012 to 2022, faster than the average for all occupations”.  What this means is that there will be a lot of “ideal clients” from which to choose.

How do I get and keep an ideal client? Three important words – build a relationship with this person. That doesn’t mean bombard them with marketing literature about how your process service business is the best, because every other process service business will want to tell them the exact same thing. How many other PS businesses will take the time to build a relationship with them?

As I stated before, the important thing to remember here is that your ideal client is a person, not a business. Get to know this person as a person. Be friendly. Just be sure you don’t get creepy friendly, keep it professional. Send a holiday card, stop by with some chocolate or baked goods, or if you know they’re health conscious bring a basket of fruit.

There are numerous associations dedicated to paralegals. For a complete list see www.hg.org/assistants-assoc.html.

·         International Paralegal Management Association

·         American Alliance of Paralegals

·         NALA – The Association of Legal Assistants/Paralegals

·         NALS – Association for Legal Professionals

·         National Federation of Paralegal Associations

·         State specific Associations of Paralegal

·         City specific associations (i.e., Alamo Area Paralegal Association)

·         Etc.

My suggestion to you is to find the local association and become an associate member. Attend and/or sponsor events as allowed. Become someone that they know they can rely upon. Be a good business friend.

For more information on marketing and running your business, check out my book; The Business End of Process Service, Running a Process Service Company from the Ground Up. http://www.amazon.com/Business-End-Process-Service-ebook/dp/B008E8RBHK/ref=sr_1_8?s=books&ie=UTF8&qid=1407774550&sr=1-8&keywords=bob+hill. Also available is CounterSpy, The Industrial Counter-Surveillance Manual, http://www.amazon.com/CounterSpy-Bob-Hill-ebook/dp/B00BTJYU1Q/ref=sr_1_3?s=books&ie=UTF8&qid=1407774644&sr=1-3&keywords=counterspy/