Marketing for Lawyers: Three Ways to Get More Referrals
When it comes to marketing for lawyers it is not as sexy or as sophisticated as sourcing clients via the Internet, but a good old fashioned referral strategy is one of the best ways to attract new clients. Here are three ways to remain relevant to your colleagues, clients and friends.
Introduce Him to Someone. If you introduce a colleague, friend or client to someone who is good for their business, they will be more likely to return the favor. By making the introduction you are doing two specific (and valuable) things: First, you are giving them something. That creates a psychological bond between you. It makes it more likely that they will want to return the favor. Second you are demonstrating the behavior you want them to exhibit. This is called behavioral modeling and it is highly effective.
Keep in Touch: I talk about this constantly. Follow-up is one of the key components to success in life and success in marketing for lawyers. If you send your potential referral source something every month (a newsletter, a card, a note, an email) he will be more likely to refer business to you because you will stay top of mind.
Send Him a Client: Although this seems simplistic it is the truth. If you send someone a client they are far more likely to refer business to you then if you don’t. May lawyers who pay referral fees think that just because they pay a referral fee they never have to reciprocate with a referral. That’s just not true. Sending a referral is about more than money. It is also about trust. If you send someone a referral you are saying you trust that person. That is important in any relationship.
Although these three referral building tips may seem like basic marketing for lawyers, you would probably be amazed at how many people do not practice them regularly.
If you want more referrals, look for a way to incorporate one of these three tips into your daily marketing routine.
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