In working with hundreds of attorneys every year, one of the things they often tell me is that they dream of having a referral driven law practice. I understand that completely! Who wouldn’t want a referral driven business? Your marketing would cost you far less, and the people referred to you would be predisposed to do business with you if you were recommended by someone they trust. Referrals are far more likely to retain you than almost any other source of new clients you have.
Building relationships with the kind of people most likely to give you referrals is a very powerful tool if you do it the right way. If you truly want a referral-based practice, you have to understand that it is not an event – building the kind of relationships you want with the right kind of professionals most likely to refer you is an ongoing effort. And like many other marketing efforts, it takes a little bit of time to get it going and the commitment to making it work.
First, you must identify the people who have relationships with the kind of people you want as clients. For example, if you target small businesses owners, who most likely has relationships with them? It would be accountants, financial planners, local bankers, commercial real estate agents, payroll processing companies and others businesses that would have a high percentage of small business owners as clients and customers.
So the question is, how do you build a referral network with them? How do you start that relationship?
Join me on Thursday, October 29, at 1 p.m. ET/10 a.m. PT for a free Avvo webinar on How to Double Your Revenue with a Referral System for Your Law Firm, where I will walk you through a step-by-step process on how to build a robust referral system for your firm.
Attorneys who attend this webinar will learn:
- The top 3 reasons why you aren’t getting more referrals and how to fix it
- The 6 things every client must know to send you a referral
- The most cost effective way to stay connected with every single client every month
- The 4 best times to ask clients for a referral
- 3 simple steps to get more client referrals in the next 30 days
The Avvo webinar is free and you can register online now.