Check your records. Where did your last twenty clients come from?
It’s important. You need to know because the odds are that’s where your next client will come from.
If most of your clients are coming from ads or search engines or social media, that’s not good. Most of your clients should be coming from referrals.
Nothing wrong with ads or search or social media. But if you’re doing a good job for your clients and you’re building relationships with professionals and other referral sources, at least seventy to eight percent of your new clients should come from referrals.
If your clients aren’t thrilled with your work and the way you treat them, you need to fix that. If you’re not letting clients know that you appreciate their referrals, you need to start. If you aren’t sending referrals and helping to promote your professional contacts, this needs to be a top priority.
Referrals are waiting.
Now, if most of your business does come from referrals, congratulations. But don’t rest on your laurels. You need to figure out how to get even more referrals.
And better referrals.
Better referrals? Yes. Bigger cases, higher paying clients, clients with lots of legal work, and clients who have lots of contacts they can also refer.
Better referrals.
You can get better referrals by continuing to improve on what you’re already doing. Even better service and more value. Not just sending referrals to your professional contacts when they fall in your lap, but actually going out of your way to look for people you can refer or introduce to them.
To get better referrals, you also need to make room for them.
Prune your client list and dismiss clients who aren’t the best. Get rid of the trouble makers, the no-pays and slow-pays. Let go of clients who can’t or won’t pay top dollar. Decline to take the smaller cases.
If you continue to accept less than the best clients, you’re telling the universe that you will settle for less and that’s what you’ll continue to attract.
It’s like cleaning out your closets: if you want new and better, you have to get rid of the old and tattered.
Marketing for smart people: The Attorney Marketing Formula.
