Truth #1: People Make Referrals to Build Social Capital. Most people enjoy making referrals to their friends and associates as a way of building social capital. If you believe the way you practice law benefits your clients, then you shouldn’t feel uncomfortable about having clients refer you to others who may benefit as well.
Truth #2: Mitigating Risk is Important. All referrals involve risk – if you refer a business and it underperforms, you feel badly that you made that referral. Attorneys who count on referrals for business generation need to take necessary steps to mitigate this risk with communication, education and stellar follow-up.
Truth #3: People Refer Great Experiences. People who have had great experiences with a product or service tend to refer it to their friends and colleagues. Which is why cultivating a culture of great client service is a must for gaining referrals.
Truth #4: Referrals Require Trust. Even if someone raves to a friend about you, that referral is likely to search for you on the Internet. If the referral can’t find good content, reviews or social network participation, they will be less likely to proceed with contacting you.
Truth #5: Referrals Require a System. Attorneys need to create a referral strategy that includes a process for making referrals happen, a way to educate referral sources and a solid follow-up program. Once that is in place, you just need to operate the system.
Free Report: 4 Myths That Keep Attorneys From Building A Referral-Based Practice
Referrals are the lifeblood of many law practices, and building a good referral program takes a proven process. Stephen Fairley unveils the 4 Myths That Keep Attorneys from Building a Referral-Based Practice in his new free report. Read and discover:
- How to determine the best source for your referrals
- How to explain your ideal target market to a referral source
- How to get referrals from other attorneys
- Whether online directories are a good referral source
- How to network effectively
- And much, much more!