A lot of lawyers overthink how to say thanks.

If someone sends a referral your way, the reflex might be to send a gift card or a bottle of wine. That works in some industries, but it can come off as transactional or even borderline unethical in legal. And if you’re referring matters between lawyers, rules of professional conduct may outright prohibit it.

Still, referrals are a huge part of growth for most solo and small law firms. So, how do you thank referral sources in a way that feels authentic and meaningful?

Here are some low-pressure ways to do it that don’t feel awkward or gimmicky.

1. Start With a Genuine Thank-You Note

Yes, the old-fashioned kind. A handwritten note still goes a long way in a digital world. It shows you made time and put real thought into the gesture. Keep it simple. Express appreciation and mention how you were able to help the client they referred. That’s usually more meaningful than anything money can buy.

2. Make a Reciprocal Introduction

One of the most effective ways to thank a referral partner is to send a referral in return. But if that isn’t an option right now, look for another way to support their business. Can you introduce them to a contact? Mention them in your newsletter? Invite them to a networking group you’re in? That kind of professional boost sticks.

3. Give Public Credit (When Appropriate)

If your referral source is open to it, mention them publicly. That might look like thanking them in a LinkedIn post (with their permission), tagging their business in a story about the outcome, or even including them in a list of trusted professionals on your website. Just make sure it’s sincere, and not performative.

4. Include Them in Content or Events

Another way to show appreciation is to include your referral sources in something you’re doing. Interview them for your blog, podcast, or YouTube channel. Ask them to co-host a workshop or webinar. Highlight them in a client newsletter. These kinds of collaborations not only thank them but help keep your relationship active.

5. Share Outcomes (When You Can)

Referrals often go into a black hole. People wonder if the client ever reached out, or if their recommendation actually helped. When appropriate, follow up and share how things turned out. You don’t need to share confidential details—just let them know their referral made a difference. That kind of feedback is motivating.

6. Stay in Touch Between Referrals

Don’t wait until someone sends you a client to reach out. Periodic check-ins build a relationship that feels less tit-for-tat. That might look like grabbing coffee once a quarter, sending them a helpful resource, or just saying hi with no agenda. If you only call when you want something, it shows.

7. Be Consistent, Not Grand

Consistency builds loyalty more than grand gestures. A $10 thank-you lunch every few months means more than a $100 bottle of bourbon once a year. Thoughtful, regular recognition keeps your firm top of mind in a way that feels human. No gimmicks needed.

Your Turn

If referrals are a key part of your growth plan, invest in the relationships behind them. Focus on how you can add value, express thanks sincerely, and stay present. Over time, it’s those steady touches that build the kind of network your business can grow on.