How to get your SECOND client

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Let’s say you just got your first client.

Congratulations. What’s next?

Where will you get your second client? Or, if you have 100 clients, where will you get your next 100?

Many lawyers go back to doing whatever it is they did to get their first client (or their first 100). Networking, advertising, blogging, speaking, and so on, and that’s fine.

But there’s another way:

Leverage your relationships with your existing and former clients to get more.

Yes, I’m talking about referrals. But not just referrals in the way we usually think of them. And expanded view of the concept of referrals.

You know that some of your clients are willing to send you referrals but don’t have anyone to send you right now.

What else could they do?

They could refer you to (introduce you to) other professionals they know, some of whom might have clients they can refer.

Hold on. Those professionals might not have clients they can refer right now, or be willing to refer them.

What else could they do?

They could introduce you to other professionals they know who might have clients who need your help.

Hold on. What if they don’t know other professionals in your target market or they’re not willing to introduce them to you?

What else could they do?

They could introduce you to bloggers and podcasters and meeting planners and other people who write for, sell to, or advise your target market.

They could share your content or promote your event to their clients and contacts, subscribers, social media connections, and others they know.

Some of those people may need your services. Or know someone who does. Or know someone who knows someone who does.

Building a referral-based practice isn’t just about who you know. It’s also about who they know.

Everyone you know knows hundreds of people you don’t know.

And those people know hundreds of people.

Each person knows an average of 250 people, we are told. If each of those people knows 250 people, that’s 62, 500 people in your extended network.

You can build your practice by tapping into that network.

Where do you begin?

Start with my (currently free) introductory referral marketing course.

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