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Lawyers: How to Get Referrals from Existing Clients

May 5, 2017

Filed under: Client Issues,Marketing,Practice Growth,Referral Sources — Tags: — admin @ 5:24 pm

When you think of your clients, do a few favorites come to mind? Do you know why they’re your favorites? Did they come from referrals? Have you taken time to write down the characteristics of these A+ clients to create a client profile?

If so, that’s the first step to creating your Clients-Referring-Clients strategy. If not, it’s time you did. But that’s just the beginning.

A Strategic Mindset is a Must

Having a strategic mindset around how you are going to get referrals from existing clients is a necessity to ensure that your client base grows at a steady or speedy rate. Most lawyers don’t have any type of strategy to gain these types of referrals, but you can by following the steps outlined in this one hour recorded webinar I led for ElderLawAnswers called Getting Referrals from Existing Clients.

How to Improve Your Success Rate

ReferralsIn this webinar recording, you’ll learn the steps it takes to up your client-referring-clients success rate.

Here are four reasons why you might not be getting many client referrals yet…

  • You might not be paying attention to where your business comes from
  • You just haven’t learned how to create this type of strategy yet
  • You don’t want to ask for the business or turn clients off by being too sales-y
  • You feel that clients will come naturally and that you don’t need to make an entire strategy to attract them

If that’s you, don’t fret, that’s how most attorneys think. But you’re no typical lawyer if you’re looking for ways to enhance your practice.

Steps to Get More Referrals

Here’s the short list of to-dos to get you started, but if you want to really up your strategy, then watch the full webinar for tips on building out each of these steps to create a strategic plan that is sure to bring in more business.

Step #1: Create a client profile that describes your A+ client

Step #2: Devise a “Thank You for Your Referral” system

Step #3: Practice TOMA (Top of Mind Awareness), so your clients don’t forget you

Step #4: Hold client-only events

Step #5: Practice the art of asking and get your team to do the same

Step #6: Meet your client’s referral network

Step #7: Plan your firm’s community activity engagement efforts

Mistakes to Eliminate

Part of putting together this strategic plan is to also eliminate the mistakes you’re currently making that may interfere with your progress. Here are just a few to be aware of:

  • Avoid using a virtual answering service. Hiring the right receptionist who will build good relationships with your clients is essential.
  • Stop attracting B and C-rated clients and learn how to attract A+ clients
  • Don’t be too sales-y when asking for referrals

If you know what your clients want most and what your law firm does best, then you’ll have the winning combination to create satisfied clients who will bring in A+ referrals.

Learn more on the on-demand webinar now.



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