By Stephen Fairley on Posted in Generating Referrals for AttorneysOne of the things attorneys most frequently ask us is: “How do I find more clients fast?” The answer to this question is deceptively simple, yet amazingly complex to resolve. Referrals are near the top of the list when it comes to the best ways of finding new clients, but there are 5 referral realities… Continue Reading
By Stephen Fairley on Posted in Generating Referrals for AttorneysAre you harnessing the power of LinkedIn to build a robust referral network for your consumer bankruptcy practice? LinkedIn is a powerful social media tool for lawyers and litigators. Most attorneys already have a profile on LinkedIn, but very few know how to effectively use it to build a powerful referral network. On Thursday, August… Continue Reading
By Stephen Fairley on Posted in Generating Referrals for AttorneysIn my 18 years of counseling attorneys on how to build a robust referral network, I’ve seen that too many firms rely on random referrals, which is just what the term implies — referrals that may or may not come. A strong referral base is only built over a period of time, and is based… Continue Reading
By Stephen Fairley on Posted in Generating Referrals for AttorneysIf you missed it on Monday, read my post on How to Gift Your Firm with More Referrals in 2017. When it comes to the different kind of leads that attorneys can generate for new business, referrals are the gold standard. They come to you pre-qualified and ready to “buy” from a source they trust… Continue Reading
By Stephen Fairley on Posted in Generating Referrals for AttorneysThe holidays provide an excellent opportunity for attorneys to rededicate themselves to cultivating referrals for the upcoming year. Interestingly, many attorneys fall short when it comes to cultivating referral sources as part of their law firm marketing efforts. Below are five proven steps you can take in your law firm marketing and referral strategy to build… Continue Reading
By Stephen Fairley on Posted in Generating Referrals for Attorneys,Lead Generation for Law FirmsBuilding a strong referral base should be a top priority for every law firm, every year. Below are seven proven steps you can take to grow your referral base and to catalyze multiple, repeat referrals from your contacts. All are designed to keep your name and reputation top of mind with your connections and to… Continue Reading
By Stephen Fairley on Posted in Generating Referrals for AttorneysThere are four primary reasons attorneys don’t receive more referrals: Your referral sources are not adequately educated about what you do You are too vague about who your perfect client is You aren’t consistently communicating with your clients You are not consistently reminding them to send you a referral So how do you identify your best client referral sources? Listen! When it… Continue Reading
By Stephen Fairley on Posted in Rainmaker Retreat Boot CampAt every Rainmaker Retreat – our two-day law firm marketing seminar – I answer a lot of questions that are top-of-mind for attorneys across the country. And it’s probably more than likely what is on the minds of those attorneys is on your mind as well. I’ve compiled some of the most common questions from our… Continue Reading
By Stephen Fairley on Posted in Generating Referrals for AttorneysAt The Rainmaker Institute, we specialize in helping legal practitioners generate more revenue and increase the quality and quantity of their referrals. One of the things attorneys most frequently ask us is: “How do I find more clients fast?” The answer to this question is deceptively simple, yet amazingly complex to resolve. Referrals are near… Continue Reading
By Stephen Fairley on Posted in Generating Referrals for AttorneysOne of the most basic marketing strategies for law firm is getting repeat business from clients – yet many fail at doing this effectively. There are two main reasons for this failure: -Most law firms underestimate the demand from current clients for additional services. -Most clients are unaware of all the services you provide. Even if… Continue Reading
By Stephen Fairley on Posted in Generating Referrals for Attorneys,Lead Generation for Law FirmsThe top four sources of attorney referrals include: 1.Current and former clients 2. Other attorneys who do what you do (conflict work) 3. Non-competing attorneys 4. Non-attorney professionals We’ve identified some of the top reasons why you are not getting more referrals: Lack of education — you have not educated your referral sources on these… Continue Reading
By Stephen Fairley on Posted in Generating Referrals for AttorneysReferrals don’t just happen. They must be cultivated. While you may get an occasional referral from a former client or someone you know, if you want to take your legal marketing to the next level, you need a referral system. You cannot build a financially successful law firm with random referrals. You need people you… Continue Reading
By Stephen Fairley on Posted in Generating Referrals for AttorneysIn 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… Continue Reading
By Stephen Fairley on Posted in Generating Referrals for AttorneysEvery attorney knows that referrals and returning clients are some of their strongest sources of business. So, how do you stay connected? How do you stay on their radar? I will begin with a well-known marketing principle – the Law of 7 Touches. Under this proven theory, it takes seven meaningful touches to make a… Continue Reading
By Stephen Fairley on Posted in Law Firm Marketing,Strategic ReferralsThe key to identifying your best client referral sources is simple: listen! When you listen to your clients, you learn what they want. Delivering what they want makes for more referrals and better client retention. Sounds simple, yet so many professionals are poor listeners. Whether you’re too busy to listen or think you already know… Continue Reading
By Stephen Fairley on Posted in Generating Referrals for Attorneys,Law Firm Marketing,Strategic ReferralsThere are two questions just about every attorney has asked at one time or another. At every Rainmaker Retreat – our two-day law firm marketing seminar – I answer dozens of questions that are top-of-mind for attorneys who have come from across the nation and these two consistently pop up: Why am I not getting more… Continue Reading
By Stephen Fairley on Posted in Law Firm Development,Law Firm MarketingThere are many truths I have learned over the years from working with more than 10,000 attorneys across the country. When it comes to business development for law firms, none are more important than the truths I have learned about referrals. Referrals are like gold to attorneys, but just like real gold, you have to… Continue Reading
By Stephen Fairley on Posted in Generating Referrals for Attorneys,Law Firm MarketingIntuitively, we all know that when we’re off the radar, we’re not on our clients’ minds. At the same time, every attorney knows that referrals and returning clients are some of their strongest sources of business. So, how do you stay connected? How do you stay on someone’s radar throughout the year? There is a… Continue Reading
By on Posted in Generating Referrals for Attorneys,Internet Marketing for Lawyers,Law Firm MarketingI know that many of you feel like you just got the hang of Facebook and LinkedIn, but have trepidations about Twitter. So, really, why should you go there? Because Twitter is huge, and it’s getting bigger every day. Recent statistics show that Twitter gains 135,000 new users every day. Every day there are 58… Continue Reading
