Seven Ways to Get More Referrals

• Author: David V. Lorenzo
• Pages: 76-77

§38. Client Attraction Secrets for Lawyers

76

§38.

SEVEN WAYS TO GE T MOR E REFERRALS

Where do your best new clients come from?

If you are like most of the lawyers I know, your best clients come from referrals. Any time

someone says nice things about you and takes the time to make a personal introduction to a pro-

spective client, the relationship is going to be off to a good start.

Do you receive as many referrals as you should? Most lawyers would say “No.”

But most lawyers would insist that doing a good job and just “being a good lawyer” is enough

to get you more referrals.

Isn’t it? Absolutely not.

In fact, even the greatest lawyer in the world will not get his fair share of referrals if he does

not make an effort to attract them.

Below are seven ways to get more referrals. How many of them are you currently using?

(1) Give clients permission to promote you: Many clients do not blatantly promote your

services because they do not know that you want them to. Make sure you let your clients know

that you welcome and appreciate their referrals. Explain to them how valuable a referral is to your

business and help them learn to identify your ideal client.

(2) Develop the buddy system: Find another professional service provider (accountant, real

estate broker, doctor, financial advisor) who shares a similar client base. Offer to connect your

clients with those folks when they need their services

The buddy system also works well among attorneys. You simply explain to your clients that

they should call you for ANY legal need and you will help them find the right lawyer. This gives

you the opportunity to refer clients to other lawyers in many different practice areas.

(3) Target a center of influence: There are certain people in the community who have signifi-

cant influence over others. Members of the clergy and business leaders in particular can influence

many decisions. Wise attorneys reach out to these folks several times each year and make sure

they stay “top of mind” with them.

(4) Be a leader: People gravitate toward leaders. In fact, people want to be given direction and

they want to please a leader. Always take an active role in the leadership of any organization you join.

This will not only raise your profile, it will also make you more attractive to referral sources.