The best way to get more referrals is to ask for referrals.
Hold on, I know you don’t want to do that. I know the idea makes you uncomfortable. Asking for referrals makes you sound needy. Sales-y. Unprofessional. You’ve tried it but your mouth went dry and you stumbled over the words. So you don’t do it or you don’t do it much.
I can help.
I can show you ways to ask for referrals in a way that won’t make you uncomfortable. I can also show you how to ask for referrals without actually asking.
Without asking? Yes. You won’t have to say a word.
How is this possible? As I describe in my two referral marketing courses, Maximum Referrals (about getting referrals from clients and prospects) and Lawyer to Lawyer Referrals (about getting referrals from lawyers and other professional contacts) you do it with a “referral letter”.
Your referral letter spells out how you can help people who might need your services. It shows the reader how to recognize people who would make a good referral for you. And it shows them the best way to make the referral to you.
Have you ever wondered why people who could send you referrals don’t do it? One reason is that they don’t know how.
Do they give the client your card? Do they send them to your website? Do they call you themselves and give you the referral’s information?
Your referral letter solves this problem by spelling out the simplest and easiest way to connect you with referrals. When you make it easier for people to send you referrals, more people will send you referrals.
Once your referral letter is written, most of your work is done. From that point forward, your job is to make sure that every client and former client, every professional contact and potential referral source, receives a copy of your referral letter.
Distributing your referral letter to clients is simple. Just send it. Have extra copies printed to include in your new client welcome kit and to give clients when they are in the office.
Distributing your referral letter to attorneys you know is equally simple, but a little different. You can mail them (or email them) but there are other things you can do to make it more likely that they will not only read your letter, they will act on it.
You can also send your referral letter to attorneys you don’t know. That’s where things get interesting. That’s where you can expand your list of referral sources manifold, for just the price of a stamp.
If you want referrals, get a referral letter written and get it out into the world. There is no simpler way to ask for (and get) referrals than to let a letter do the asking for you.
To get more referrals from clients, get this
To get more referrals from other lawyers, get this
