Law Firm Marketing: 10 Steps to Build a Referral Machine for Your Law Firm

If you have more referral business than you can handle, you are obviously doing something right.  But from what I hear, most attorneys are still scratching their heads trying to figure out how to boost their referral business.

Follow these 10 steps to build a referral engine for your law firm:

Set specific goals. Set a specific  goal for a specific number of referrals within a specific time frame as part of your law firm marketing plan.

Express gratitude.  Thank your referral sources and keep in touch, just to say “hi.”  Thank people online who say nice things about you.

Timely response.   Always respond to a referral in a timely manner and let your referral source know when you’ve made the connection with the person they’ve referred to you. 

Engage.  Engage potential referrals on your social networking sites, don’t just use your posts to sell.

Respond.  If someone comments on your blog, then follow-up with an email to further the discussion.

Participate.  Don’t just join the social networks, actively participate by commenting on other people’s posts to encourage a connection.

Ask.  If you don’t ask for a referral, chances are pretty good that you won’t get one.  Encourage everyone you communicate with through email or e-newsletter or on your social sites to tell a friend about you and your services.

Consistent communication.  Keep in touch with past and current clients, even if they are not currently shopping for an attorney.  You never know when they may need you, so staying top of mind is important.

Give.  When it comes to referrals, you need to give as good as you get. 

Be real.  Let your true self shine through in everything you do.  People do business with people they like and trust.