Lucky – and rare! – is the lawyer who can sit back and watch the referrals come rolling in day after day. The hard fact is that referrals rarely just happen; they are the result of infusing your law firm with a referral-cultivation mindset, of having a process in place to plant the seed, nurture the crop and reap the harvest.
Here are some ways you can infuse your law firm marketing program with referral-making strategies:
Make sure all your marketing materials mention how important referrals are to your firm. From the first meeting, make sure your clients know that referrals are a very important part of your practice.
Continuously educate your referral sources on your target market as well as all the practice areas within your firm.
Work those networking events you attend. Don’t just automatically say, “Business is great!” Instead, tell those potential referral sources that things are good, “but we’re always looking for people we can help with (your practice area).”
Always look for ways to refer others and they will in turn feel an obligation to refer you.
Want more tips on how to build a referral-based practice? I have a free report that includes more strategies for making referrals happen; see below for details.© The Rainmaker Institute, All Rights Reserved