Follow-up #1 Individual Contributor Small Business
Follow-up #1 for Law Firms
Targeting individual contributor at small business companies (1-50 employees).
Subject Line
One approach that works for associates
Email Template
Hi {{first_name}},
I reached out recently about building your book of business at {{company_name}}. Wanted to share one thing that might be immediately useful.
An associate at a firm similar to yours started reaching out to general counsel at companies in a specific industry niche. She did not pitch legal services directly. Instead, she shared a brief analysis of a regulatory change that affected their business. Within two months, three of those contacts called her when they needed outside counsel. Total time investment was about 90 minutes per week.
If you want the specific framework she used, I can send it over. It is tailored for attorneys who do not want to feel like they are selling anything. 14-18% reply rate
Friday best day
4:00 PM best time
Personalization Tips
- Reference their practice area and a recent regulatory development in that space
- Mention their career stage based on bar admission year
- Note any published writing or speaking that shows their area of expertise
When to Use
Send 3-4 business days after the first email to associates who are likely interested in practical, low-time-commitment approaches to BD.
When NOT to Use
Do not send if the attorney recently moved to a new firm, as they may still be settling into their role.
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