The Easy Way to Get More Referrals

• Author: David V. Lorenzo
• Pages: 62-63

§32. Client Attraction Secrets for Lawyers

62

§32.

THE EAS Y WAY TO GET MORE REF ER RA LS

You should receive more referrals. Think about it. You know people you believe should be

referring you more business, but, for whatever reason, they do not.

Don’t you wonder why?

The reason is simply because they are not thinking about referring you business. In fact, they

are probably not thinking about your ideal client. Ever.

Don’t you want to fix this problem?

Here is a three step system that will help you fix this problem forever. You will need to practice

it a few times. It will not seem natural at first. But once you get the hang of it, you will be amazed at

how well it works.

Our brains function like computers. We store information in organized files. In order to

remember something, we need to know which file to look into in order to retrieve it. To get some-

one to remember a person who could be a potential client for you, you have to get them to open

up the mental file where that information is stored. The exercise below will help you do that when

you are in a one-on-one setting.

Step One: Start up a referral conversation. Usually I start a referral conversation by asking

how the other person finds his clients. They usually reciprocate and ask me how I find clients for

my business. When they ask, I tell them most of my clients come to me through referrals. They

usually say they like receiving referrals too. At that point I ask them to describe their ideal client.

That leads step two.

Step Two: Get the other person into a referral mindset. Now you have to shift the other

person from thinking about their clients to thinking about people they know who might be good

clients for you. To make this shift I usually say something like:

“Getting referrals can be tough because people do not always recall everyone they meet.”

Then I ask them if they have ever met a famous person. This can be a celebrity, it can be a

politician, it can be anyone. You just want them to recall the meeting and the person.

I ask them to describe the event where they met the famous person and I ask them to describe

the qualities of the famous person. Where were you? Was he nice? What did he say? Getting them

to recall details is important because it helps them open the mental file completely.