In my practice, every time I closed a client file I reminded myself that I needed to replace it. My future income depended on it.
Early in my career, this made me nervous. I would look at the void in my file drawer where the active file had been and wonder what I could do to replace it.
At some point, I realized that every client can lead me to at least one new client, and if that’s true, I would never run out of clients.
It’s called, “the power of one”.
Every client can refer at least one new client. If not now, at some point in the future. The clients they can refer can do the same.
Of course this is not always true for every practice area. Not every client can refer, or will. But some clients will refer three clients, or ten clients.
Every client can do something to “replace themselves.” If they don’t know anyone they can refer, they know someone who does. Ask every client for the name of their insurance agent, CPA, or other professional. Ask for an introduction. Ask if you can use their name.
Every client can help you build your contact list. Ask every client to distribute your report, promote your seminar, or forward your email.
Growing your practice by leveraging your relationships with existing clients begins with the belief that what your clients pay you for the work you do is only part of your compensation. In addition to your fee, you expect them to refer at least one client or introduce you to at least one professional contact.
Some attorneys discuss this with new clients when they talk about fees. Some actually put this in their retainer agreement.
No matter what you say, or don’t say, one thing is clear: Attorneys who get more referrals expect their clients to refer.
