Busting your butt and still not getting referrals? Here’s the answer…
Are you frustrated by the number of referrals you are (or are NOT) receiving?
You’ve undoubtedly read lots of articles from business leaders about the importance of getting referrals and you understand that the key to getting them is to provide absolutely top-notch legal services and exceptional customer service.
I’m sure that you’ve heeded all of that advice and every client leaves your office feeling satisfied and happy with your service, but for reasons you can’t quite figure out – they are not referring their family members and friends to you.
In my years of working with lawyers I’ve found the solution to this dilemma hiding behind a very simple question…
Are you asking for referrals?
Simply having the old staple phrase, “The highest compliment we can receive is a referral” on your business card and/or email signature is NOT enough.
In my experience, too many lawyers just assume that their satisfied clients, friends, family members and colleagues will refer clients to them. You know what happens when you assume…
The key to getting referrals is to have a system in place and effective methods for asking for referrals. This system can take many forms. Here are a few ideas specifically for lawyers in the estate planning field:
- Send a card or gift to clients 30 days after the completion of an estate plan or probate work. In the note, thank the client for their business and mention that you would appreciate referrals to their family and friends.
- When hosting an event, send the details to your referral partners in advance, along with pre-written copy that they can paste into an email and pass along to their contacts. Ask them to share and make it easy for them to do so.
- Encourage clients to have “critical conversations” with their family and friends to discover their wishes and find out what planning they may have in place. Offer discounts or complimentary planning sessions if they discover their loved one is unprepared for a crisis.
It’s upon this third example that we built this month’s Done-for-You marketing campaign for lawyers struggling to mine high-quality prospects already connected to their database!
In the campaign we provide you with effective resources to help educate your existing clients on starting these difficult conversations with their friends and family. Not only will you be doing your clients a huge favor by helping them bring up a touchy, but very important, topic, but you will also be asking them for referrals. It’s a win-win for both sides!
The moral to this story is that you need to complete the circle when it comes to getting referrals. You’ve done the front-end work by providing great service. Now all you need to do is ask for them!
P.S. Our referral-boosting campaign that comes with this month’s Done-for-You (DFY) package can be used for all of your past clients and all of your future clients. If you would like to get your hands on it, you’ll need to join our program. You’ll find the details about the DFY program here.
Would you like to talk about how we can help you save time on your marketing and help you turn ideas into action? Simply schedule a time on my calendar for a no-strings virtual cup of coffee.