The LexisNexis® Martindale-Hubbell® Attorney Selection Research Study can now be downloaded for free by clicking the title link. Go get it!

As I noted yesterday, this research found that 76 percent of consumers used the Internet to search for an attorney in the past year. Most consumers used a four-stage process in their search for an attorney: gather information about a legal issue/case, find a lawyer, validate a lawyer and select a lawyer.

During the second stage – finding a lawyer – the #1 source was family and friends, so the Internet has not changed that too much. The study found that 45% of people looked to those they know well for recommendations on a lawyer. The second most popular way was using search engines (35%) and visiting law firm websites (35%).

So what can you do to influence this part of the process? Keep in touch with your clients! Educate them about what makes a good referral for you and encourage them to make referrals. 

Form alliances with strategic referral partners – others who serve your same client profile like CPAs or financial planners – and make it worth their while by reciprocating in kind.