You’ve got a client list. A list of people who hired you once and will hire you again if they need you. But what if they don’t? What if your clients don’t need your services ever again?
Is that it? You invested time and money to attract them and persuade them to hire you. You worked hard to do the work and make them happy. Your clients know, like, and trust you. But if they don’t need your services, is that it?
No. Your clients can send you referrals. And they will if you stay in touch with them. They’ll send more if you ask for referrals.
In fact, for each $1,000 in fees a client pays you there may be $5,000 or $10,000, or more, in additional fees waiting for you via their referrals.
Your clients can help you in other ways. They can send traffic to your website. They can promote your content or seminar or newsletter to their social media connections. They can introduce you to other professionals they know who could become new referral sources.
And. . .
. . .they can buy products and services from professionals and businesses you recommend.
Perhaps they need legal services you don’t provide. Do you think they might hire an attorney you recommend? I think so, too. In return, you might earn referral fees from that attorney, or their referrals.
Tell your clients you know other lawyers and if they need legal services of any kind, they should call you first.
(Note to self: go meet attorneys with different practice areas.)
Wait, what else do your clients need?
An accountant? Financial planner? Real estate agent? Mortgage broker? Insurance broker?
Would you like to receive more referrals from people like this? You’ll get them. As soon as you start referring your clients to them.
Referrals for lawyers who don’t want to ask for referrals. Go here.
Great tips, David. You’re absolutely right about connecting with other service providers that clients may need (real estate agents, brokers, accountants, insurance reps).