Generating referrals is critical to the success of a law firm. Unfortunately, it’s a problem which with many law firms struggle. Fortunately, there are proven ways to increase the chances of gaining referrals. Here is Attorney Business Consulting’s helpful guide on how to get client referrals for your law firm.
One of the best ways to increase referrals to your firm is through digital marketing, namely email marketing. If you follow our blog regularly, we’re sure that you are already producing a considerable amount of quality content already. What better way to leverage this content than by packaging it into a monthly newsletter to send to your clientele?
A newsletter which includes recent news and announcements, as well as relevant information about cases or professional developments in the legal world is a great way to keep your clients informed. The bonus of a great email newsletter is that it has the two-fold effect of keeping your name fresh in people’s minds and giving your firm a little more personality – both things which will make people more likely to refer you to their colleagues or family.
Show Appreciations to Clients Who Offer Referrals
It may seem obvious but maintaining good relationships with those who provide you referrals is crucial. Small tokens of appreciation are a great way of fostering a good-will and ensuring that these valuable resource=s continue to send your potential clients.
Showing appreciation for someone’s referral doesn’t have to be extravagant. In fact, lavish gifts may fall afoul of your state’s bar association regulations. Many states restrict monetary gifts, as they can be perceived as solicitation. A great show of appreciation can be as simple as a hand-written thank you note, a gift card, or maybe a fun handy-craft.
Even after someone has been referred to you, they may take time to research your firm and the experiences others have had. 68 percent of consumers trust reviews which are posted online. Use this statistic to your advantage by asking clients to provide testimonials about your services on your site. Showing potential clients that your firm offers excellent service and expertise may turn those still on the fence into clients.
Foster Relationships with Other Firms
It may seem a tad strange, but often, other law firms are an excellent source for referrals. Forming relationships with firms which aren’t direct competitors can be an ongoing source of high-quality referrals. This is especially true if you are an expert in a particular aspect of the law. An excellent way of keeping other firms informed about your expertise is to include them when sending out your email newsletter.
One important thing to remember, however, is that getting referrals from other businesses is not a one-way street. If you want to continue receiving support from other firms, you need to provide potential leads in return. You might even want to consider a more formal arrangement with other firms you respect to refer certain types of cases to each other.
Perhaps the best way to get more referrals is to simply be referable. Becoming more referable is a straightforward process which begins by providing your clients with excellent service and support. By establishing that your firm is the best when it comes to representing the concerns of clients, you earn trust, credibility, and an air of professionalism. These values hold great currency with clients and can lead to unsolicited and high-quality referrals.
Now that you understand the value referrals can provide your firm, it’s time to put that knowledge into action. At Attorney Business Consulting, we’ve helped hundreds of lawyers take the next step in growing their firm – and we’d like to help you, too. As the premier law office management consulting agency, we can assist with every aspect of running your firm. Contact us today at (339) 337-2655 for a free consultation.