Talk it into existence


There’s something to be said for being the “strong silent type” and letting your work speak for itself. There’s also something to be said for talking about what you do and how you help people. 

Because people who need your help want to know what you can do to help them.

That doesn’t mean you should talk about yourself all the time. We all know people who do that and wish they would stop. It does mean finding ways to communicate the benefits you offer without talking about them directly. At least not all the time.

An effective way to do that is to collect and use testimonials and reviews from satisfied clients, and endorsements from lawyers and other influential people who know you and your work. 

Let others do (most of) the talking for you.

You can also share success stories about the cases and clients you’ve helped. Not to brag, but to illustrate what you do in the context of real cases and clients. 

Success stories are implied testimonials.

You can also use this strategy to get more referrals. 


It’s simple. When you talk about a case you’re handling, or have done in the past, simply mention that the case was referred to you (by a client with a similar case, or by another lawyer, etc.) 

This tells people that others think enough of you and your work that they tell others about you. It suggests that you have experience helping people with the same or similar issue.

You get more referrals not by asking because you are “referrable.” 

What else can you do to talk it (referrals) into existence? When you sign up a new client, give them some extra business cards (reports, brochures, etc.), and say, “I’m giving you a few extras in case you talk to someone who needs my help”. 

That’s it.

You plant the seed that they might speak to someone who needs your help and equip them to tell them about you.

How to get more referrals from your clients