Referrals aren’t limited to someone (a client, colleague, friend) telling someone else about you and encouraging them to call you about their situation or question. Referrals also occur when someone tells someone about something you did or said.

Something interesting, noteworthy, or helpful. 

Because when people share that, it is a referral by another name. 

When a client tells a friend about the case you are handling for them, about your upcoming event, or even about a humorous situation you told them about, it might prompt the people they tell to realize they need to talk to you about a legal situation. 

That’s a referral. 

When people hear your story, example, how-to, or interesting nugget of information, they often pass it along to others. 

And while this can and does happen organically, you can make it more likely to be passed along by putting your story or nugget in writing and sending it to your clients and contacts.

Some lawyers call this a newsletter. But it can also be delivered via a blog, a handout or mailer, or in a presentation. 

Start by collecting things you do throughout the day, or things you hear or read that might have some interest to or benefit for your clients and contacts or the people they know. Be especially alert for things that are remarkable, timely, humorous, or contrary to conventional wisdom. 

Anything surprising is a good bet.

Make it easy for them to share by summarizing it in sound bites or bullet points. Tell them what it means and who might want to see or hear it. Give them lists, flyers, or reprints, and make sure everything includes your website and contact information.

You don’t have to do anything more than share your story or nugget. If it’s interesting enough, the people you share it with will do the rest. 

How to get more referrals from your clients