1421 views | 12/04/2015 | 0 Comments | Larry Bodine
Do you know the three best sources for a referral? This is Larry Bodine, and I’m a web and marketing consultant who helps lawyers get more business. First, referrals works because they’re built on relationships. Therefore, the best place to start is with your current clients. Now, your clients won’t know how you built your law practice, so you actually have to ask for a referral out loud. But it can be something as simple as saying, “I’ve enjoyed working with you, and I hope you’ll give my name to your friends and contacts who could use my help.”
Secondly, make friends with other lawyers who don’t practice what you do. These attorneys will have potential clients that they can’t represent, but they have to know that you want those referrals. So a good approach is to seek these attorneys out at meetings or to arrange a conversation over coffee. Set up an express relationship where you agree to send files to each other. Oh, and by the way, the best time to contact these attorneys is when you have a referral to give to them.
The third source of referrals is from business people who offer services that your clients use. These can be bankers, brokers, or insurance agents, for example. Make a list of these people, and get to know them personally. Sure, it can feel uncomfortable asking for a referral, so you need to practice what you’re going to say. But the good part is that you won’t be talking to a stranger, and, secondly, you need each other. This is Larry Bodine, and you can get more marketing tips at larrybodine.com.