What you focus on, grows. If you want more referrals, you should focus on referrals.
Most lawyers don’t. Do you?
It’s not difficult. Dedicate a few minutes each week specifically for referral development.
Here’s how that might go:
The first week of the month could be dedicated to communicating with your referral network. Send an email and update them about what’s new in your practice–new content on your website, guest posts you have written, where you will be speaking, success stories, changes in the law that might necessitate a consultation, interesting cases or clients you have acquired–and offer ideas they can use to spread the word.
You could have two email lists: one for clients and former clients, another for professional contacts. Or just one list for everyone who has provided referrals or indicated a willingness to do so.
The second week of each month might be dedicated to brainstorming and executing ideas for improving client relations. What can you do to help your clients have a better experience with your firm?
The third week could be used for reaching out to prospective referral sources. Introduce yourself, find out about what they do and how you can help them, and tell them how you can help their clients or customers.
The fourth week might be used for improving systems and marketing collateral. Update your website, edit your social media profiles, develop new handouts and other marketing documents, and so on.
Focus on referrals thirty minutes a week, every week. Over time, you should see a dramatic increase in referrals and client retention.
Make sense? Good. Now go make some dollars.
A system for getting more referrals from your clientsÂ
