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Message: Hi, I thought you might be interested in this article I found. 8 Words That Make All The Difference “I’m sorry I have not been in touch.” Those eight simple words are the best way to begin a communication campaign with your clients, past clients and potential referral sources. I know you probably don’t receive as many referrals as you deserve. In most cases, this is a not a reflection of the quality of your work. It is a reflection of your lack of communication with the people most likely to give you referrals. Your clients want to refer others to you. Unfortunately, they just don’t think about you all of the time. The easy remedy to this situation is to remind them (frequently) that you are still here, still practicing law, and still providing the same fantastic service. This is a tricky proposition. You want to communicate with potential referral sources frequently but you do not want to be annoying. Here are three ways to do that: 1). Send out a weekly email newsletter. This is a cost effective way to stay in touch with people who could potentially send you business. Many lawyers are intimidated by the suggested frequency. They initially feel that weekly communication may be too much. I assure you it is not. As long as your email is interesting, your clients will welcome it. Use the phrase: “Sorry I have not been in touch” in the subject of your first email. 2). Remember birthdays. There are three elements that go into getting a great referral. A person must know you, like you and trust you before they refer business to you. Your clients trust you or they would not have worked with you in the first place. If you send them a card on their birthday you will deepen your relationship with them. This simple step of remembering and recognizing them on an important day in their life will go a long way toward building your relationship. 3). Host a client appreciation event. One of the first things eliminated from the budget during difficult economic times is the office holiday party. This is a mistake. You should host an event, at least once each year, to recognize your clients. This doesn’t have to happen during the holidays. It can be anytime. In fact, it is often best to have this event during a time when there are no other competing events to distract from its significance. A simple gathering of clients with light food and drink is a terrific way to build good will. Referrals are the lifeblood of any law firm marketing plan. Last week I shot a DVD for my clients that outlined 15 ways to attract more referrals. Watching this video and then taking consistent action on just one of these ideas could double the size of their law firm. Think about it: If each of your current clients referred you one new client, your practice would grow by 100%. Implement the three strategies I outlined above immediately. They are wise investments of your time and money and they will help you grow your business rapidly. Link: http://www.rainmakerlawyer.com/site/permalink/8_words_that_make_all_the_difference/