You sign up a new client and mail them a welcome letter, a supply of your business cards and brochures, and information you want them to know about their case, your firm, and about other matters you handle.

You should also enclose information about referrals: a description of your ideal client, what the client should tell people about you, and how to go about making the referral.

You want to make it as easy as possible for the client to refer others to you, and suggest that this is something clients customarily do.

To make referrals more likely, add an additional document to your new client kit: a sample email the clients can copy and paste and send to people they know.

The email should explain who you are, what you do, and how you can help the recipient with specific legal issues.

It should spell out your address, phone, email, social channels, a link to the contact form on your website and a link to a page where the prospective client can learn more about you and how you can help them.

It should also provide space for the referring client to say something about how they met you, why they hired you, and why they recommend you.

The email should come with “instructions”–who to send it to (your ideal client) and when to send it (when their friend or contact says or does something that suggests they might need your help).

Thank the new client for telling people about you and remind them that their friends will appreciate them for making it easier to get legal help when they need it.

For more ways to get more referrals, get my Maximum Referrals course.