How to Turn Clients Into Referral Sources

John Jantsch at Duct Tape Marketing has a blog I’ve been following for quite awhile and he has an excellent post today about turning transactions into referrals

Many attorneys I speak with would love to have a magic wand that would turn clients into good referral sources. Unfortunately, I am fresh out of magic wands but I do have some advice that parallels John’s commentary on his blog today.

Here is a 5-step process you can use to turn clients into referrals:

1. Be easy to do business with. Automation is great for many functions, but it should always be viewed as to the impact it has on the experience your clients have with your firm. 

2. Over-educate. Prepare a new client intake package that educates new clients on every aspect of your business. 

3. Over-deliver. Over-deliver not only in the services you provide, but by keeping in touch with all your clients. Many attorneys focus on getting new clients to the detriment of keeping contact with existing or old clients. Remember who got you to where you already are.

4. Get feedback. Client satisfaction surveys are a wonderful way to get feedback that will help you improve upon areas of your firm you probably weren’t even aware needed improvement. There are many free survey services out there that can help you implement a quick email survey; use these to ask clients about your services and give them the chance to be heard. They will appreciate and remember it.

5. Say thank you. Make it a habit to send personal thank you notes or make calls to clients whose business you value. 

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