If you’re doing a good job for your clients, most of them should be willing to send you referrals. But they won’t unless someone asks them for a referral (“What was the name of your divorce lawyer?”) or starts talking about their legal issue (“I think I’m leaving Joe.”)
Your clients are willing to send business. But they won’t unless someone asks.
Of course that someone could be you. You want to get more referrals, don’t you?
I know, you don’t like asking for referrals. (“Do you have any friends who are getting divorced?”) Fortunately, there is an alternative.
Here’s what you do (and say):
Step one: Write something your prospective clients would want to read. A report, article, or blog post. You could also do a video, webinar, or teleconference.
If you are a divorce lawyer, you would normally write something about the law for people who are considering a divorce, but not this time. (I’ll tell you why in a minute). This time, write something that would appeal to married people in your state. It might be a guide to property ownership for married people, or a legal guide for parents.
Step two: Send it (or a link) to your clients and ask them to read (or watch) it and let you know what they think.
Step three: Assuming you get positive feedback, ask your clients the following: “Would you do me a big favor? Would you forward that link to five or ten (married people/parents) you know? I would really appreciate it.”
You’re not asking them to deduce who they know who might be having marital problems. That would be uncomfortable for them and you would be uncomfortable asking. You’re simply asking them to share your information with married people or parents they know and if it’s good information, they will.
Of course some of the people they send it to will need your services. And if they don’t, that’s okay. At the end of your report or post, ask the people who read it to share it with married people or parents they know. Yep. Some of them will need your services.
Oh yeah, I almost forgot. When you ask your clients to refer people to your report or post, you’ll be reminding them to think about the people they know who might need your services and you’ll be one step closer to some referrals.
Ask your clients to refer your information, not your services.
I told you marketing was simple. Learn more here.
