One might ask how networking tips for brand new associates would be applicable to partners. Stick with me here, because in my experience there are many partners who know what they should have been doing in terms of staying in touch with former classmates, colleagues, people they’ve met, etc. but haven’t. So, they could gain… Continue Reading
Tag Archives: referrals
Why Your Partner Won’t Cross-Sell You!
Posted in Marketing TipsAfter 25-plus years in marketing lawyers, it continues to amaze me that some lawyers do not understand why cross-selling so often doesn’t work. The thinking seems to go, “I’m good at… (fill in the blank), we’re partners, and they should just refer ‘their’ clients to me so I’ll have more work.” The question is “why… Continue Reading
Listen More to Give (and Get) More Referrals
Posted in Marketing TipsMost lawyers understand the referral adage "give to get." It’s pretty simple really. If you refer potential business to others, most will refer work in return, if for no other reason than they’ll feel an obligation to do so. Not everyone does, but most will. Unfortunately, many of us are regularly guilty of not proactively… Continue Reading
Manage Client Expectations To Get More Referrals
Posted in Marketing TipsThere could be a number of reasons that clients might bad mouth your firm. As the saying goes, an unhappy client/customer will tell up to 10 people how dissatisfied they are with a product or service. For a lawyer, that can be the kiss of death, since anywhere from 71% to 80% of new matters… Continue Reading
Simple Referral Tips
Posted in Marketing TipsUsually, I don’t post about articles that are only available by subscription, since most readers are not going to sign up and pay to see the article. However, a recent one on LawyersUSA Online gave some pretty simple steps to increase referrals, and I thought they were worth mentioning. The five pretty basic tips include:… Continue Reading
Why Marketing to Referral Sources is Important
Posted in Marketing TipsReferrals from clients or other sources accounts for at least 70% and 80% of new business for lawyers. I say that because three referral gurus say so, and based on my personal experience when I was an in-house marketer at two different law firms. Accordingly, it makes sense to market to referral sources on a… Continue Reading
How Can You Stand Out From the Crowd? Do Unto Others
Posted in Marketing TipsIn good times and in bad, getting noticed is obviously a critical factor in developing business. But especially in these economic times, it is even more crucial to be doing the kinds of things that allows your firm to stand out from the crowd. In a post entitled "Getting Noticed" my friend Thom Singer over… Continue Reading
Getting More Referrals in the New Year
Posted in Marketing TipsOkay, the holidays are over. Time to focus on business. And the best source of new business is from existing clients (either in the form of new matters or referrals), and other referral sources. I have talked about this several times before. But don’t just take my word for it. Paula Black had a post… Continue Reading
Implement a Referral Thank You System
Posted in Marketing TipsDuring coaching sessions I always ask clients “did you thank (so and so) for that referral you just mentioned?” Sometimes the response is “oh yeah, I need to do that.” Thanking referral sources should not be something you have to remember to do. It should be automatic. Best if you have a system in place… Continue Reading
Use “We” vs. “I” In Asking For Referrals
Posted in Marketing TipsIn my early lawyering days as an assistant attorney general in North Carolina, I had the privilege of having one of the best, most efficient secretaries possible. (I even tried to get her fiancée a job in town, so they wouldn’t move out of state after the wedding. He “suggested” nicely that I mind my… Continue Reading
Are You Being Served?
Posted in Marketing TipsMore importantly, are you serving others. I have always gotten a kick out of the British TV comedy by that name. My mother-in-law still watches it every chance she gets. If you want a laugh, check out some episodes on YouTube. I thought about that show when I saw Thom Singer’s recent post on Some… Continue Reading
Get Indirect Referrals By Educating Your Target Audience
Posted in Marketing TipsIn March I wrote a post about a client of mine who admitted being timid when it came to asking clients for work (or friends as I recall). There are also many lawyers who are shy when it comes to asking for referrals. One reason is that they don’t want to appear “pushy” or come… Continue Reading
Referral System: Check Back With Those You Referred
Posted in Marketing TipsEvery lawyer should have a good referral system in place, since at least 71% of new work comes from referrals, as mentioned in an earlier post. As that post noted, “giving vs. getting” is a very important element of any system. And every lawyer should check to insure his/her outgoing referral – whether to another… Continue Reading
Important Tips From Three Referral Gurus
Posted in Marketing TipsFocusing on prospects in a down economy – or any economy for that matter – is far down my list of suggested marketing priorities. On a scale of 1 to 10, I’d rank it a 15. Business development activities should be focused on existing clients and referral sources 99.9% of the time in my opinion…. Continue Reading
“Thank You for that Referral – Last Year”
Posted in Marketing TipsOops. That note to a referral source might be a bit tardy, but a late “Thank You” is better than no thank you according to Thom Singer on Some Assembly Required, and I agree completely. Further, I’m a big fan of handwritten notes, since they are used so infrequently these days. Especially with email and cell phones,… Continue Reading
No Client Base? Start Working Referral Sources Now
Posted in Marketing Plans, Marketing TipsThe two best sources of new business for lawyers are current clients and referral sources (also referred to as word-of-mouth). Having just finished an action plan last week for a relatively new, young lawyer who does not have his own client base, it became pretty obvious that the place for him to start in building a… Continue Reading
Thoughts on Client Referrals
Posted in Marketing TipsAfter getting more work or referrals from clients, the next best source of new business is from referrals from other sources. Many of the same types of business development activities you undertake for clients are effective for referral sources as well. They include: visiting their offices, seeking feedback, sending them clients, sending information of interest and newsletters, etc…. Continue Reading
Guarantee Client Referrals With Good Client Relations
Posted in Marketing TipsEvery law firm should know by now that the best sources of new business are existing clients (in the form of new work or referrals) and other referral sources. Often called word of mouth marketing. Miriam Lawrence at Automatic Referrals has a recent post where she advises financial professionals on how to get referrals in what… Continue Reading
Time to Mine Your Rolodex for Referral Sources
Posted in Marketing TipsWhatever form your rolodex takes, it is time to not only review it for the names of contacts you want to remember during the holidays, but also to work on your referral system. As we approach year-end, it’s a good time to ensure your business development is on track for 2008. Since referrals (also called word-of-mouth… Continue Reading
Have You Thanked Your Referral Sources Enough … or Ever?
Posted in Marketing TipsIf you are like many lawyers, I know the answer. That isn’t a criticism per se. It’s merely recognizing that busy lawyers sometimes overlook the most basic of business development techiques. We know that the best sources of new business, as I have said many tmes (here, here, here and here), are clients (either in the… Continue Reading