With the crush of year-end and the busyness of the holidays, I decided to post an encore of a
holiday post I did on December 18, 2007 on reaching out to clients and referral sources by telephone (at least) during the holidays. Personal attention is better than (but not to the exclusion of) holiday cards.
referral sources
Legal Business Development: Referrals – Connect. Ask. Trust.
By Paula Black on
Posted in Building Relationships
Building a network of referral sources isn’t easy. In fact it’s harder than passing the bar. Why would I say that? Because I see it every day… lawyers, bright and knowledgeable in their practice areas, that have few relationships that send them work. So the logical conclusion… it must be harder than passing the bar! Wouldn’t…
Legal Business Development: Know Where You Are Going
By Paula Black on
Posted in Building Relationships
I was working with a client today and I gave her an assignment to make a list of relationships that could help her in developing business. She asked… "you mean that could give me business?" And I realized that to me the distinction is very clear, but that I should define it.
There are…
Lawyer Marketing: A Referral Road Map
By Paula Black on
Posted in Branding and Positioning
How did you find your last real estate agent? I bet it was via a referral. Take a lesson.
Some of the greatest marketers I know are realtors. And when it comes to referrals? They’re masters. In fact, most established real estate agents work solely off referrals from past clients. Sure, the businesses may be…
Legal Marketing: Where is your next client coming from?
By Paula Black on
Posted in Branding and Positioning
For the past two weeks we’ve explored the idea of trust and how to build that trust with clients, potential clients and colleagues. So once it’s there what comes next? You guessed it: referrals. But getting referrals isn’t as easy as doing a good job. You have to let people know that you want them&hellip…
Attorney Branding: Be A Leader
By Paula Black on
Posted in Building Relationships
A long list of organizations may look impressive to some, but how much is it really helping your marketing and business development?
This week we asked: How many organizations do you take an active leadership role in?
1. None – 0%
2. 1-3 – 72%
3. 4-6 – 0%
4. 7-10 – 28%
5. More…
Lawyer Marketing: Focus On Your Own Backyard
By Paula Black on
Posted in Building Relationships
Your friends and family can be an incredible source of referrals… as long as they know just what it is that you do.
This week we asked: What percentage of your friends and family truly know what you do?
1. Less than 25% – 35%
2. 25-50% – 40%
3. 51-75% – 17%
4. 76-100%…