The Rainmaker Blog : Law Firm Marketing and Business Development : The Rainmaker Institute : Stephen Fairley : Professional Legal Marketing

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Of the many legal marketing strategies, one of the most powerful is leveraging relationships to boost referrals. In today’s post, I’m going to be talking about the 2^nd key to reaping the rewards of your relationships.

Key #2: Increase the Frequency of Your Contact

Try as we might, it’s difficult with our hectic schedules to meet with every potential referral source on a regular basis. Here’s one strategy I teach lawyers: Set up a Google Alert for a specific phrase that would be of interest to your referral sources, such as “becoming a rainmaker.”

Collect interesting articles and keep them in a separate folder (Referral Articles). Once a month, pull one out, print off a punch of copies and attach a brief handwritten note on each copy (“I thought you might enjoy this article.”) Enclose your business card and mail a copy of the article to all of your referral sources.

Several of my clients have doubled and tripled their referrals in 6 months using this simple technique to stay in front of their referral sources on a frequent basis. You can set up a Google Alert at: www.google.com/alerts

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To find out more ways to grow your practice while still having a life, attend the “Get a Life” conference in Chicago May 27^th and 28^th. Sponsored by Total Attorneys Practice Management Association, this conference is designed to help attorneys in small or solo law practices grow their businesses while achieving a balanced lifestyle. Register today at: www.totalpma.org and click on the banner to your right to access more information!