Many lawyers don’t realize that everyone they know can give them referrals. Even if their client or contact doesn’t know anyone who needs the lawyer’s services, they know people who know people who do.
Your client or personal friend has an accountant or insurance agent who can send you referrals. Or they know someone who knows a business owner who knows an accountant or insurance agent.
It’s the old “six degrees of separation” idea.
One of the smartest things you can do with the people you know is to find out who they know. You can then ask for an introduction or permission to use their name when you contact them yourself.
Start with your client intake forms. Add language prompting new clients to identify their insurance broker, accountant, and financial planner (or whatever is appropriate for your practice).
When you speak with a client or business contact, ask them if they know any (real estate brokers, restaurant owners, physicians, other attorneys, or whatever). Explain that you get a lot of business by networking with other professionals and you’re always looking to meet new people.
Contact the people they identify and introduce yourself. Tell them that you have a mutual client or friend. Ask them to tell you about their business or practice and tell them briefly about yours. Stay in touch with your new contacts. Some of them will send you referrals.
This is one of the easiest ways to expand your referral network and you don’t even have to leave the office.
Everyone you know knows people who can send you referrals or introduce you to people who can. Get in the habit of asking everyone, “Who do you know?” and watch your practice grow.
Learn what to say and what to send your new contacts here and here
