Yes, of course, stay in touch. It’s the simplest and, dollar-for-dollar most effective way to get referrals from clients, prospects, and professional (and personal) contacts.
Repeat business, too.
It’s simple because email makes it so.
It’s effective because hearing from you is often all it takes for someone to realize or remember that they, or someone they know, needs your help. Or at least contact you to find out.
So, never stop staying in touch. Email often. Text, call, message, pop something in the regular mail. It’s all good. It all works.
But there’s something else you can do to make it work even better.
3 things, actually.
- Educate people about your work. What you do and how you do it. Tell them about your services, the law and procedure, the timeline, typical issues, objectives, and outcomes. Describe the benefits and the costs. Help them understand the benefits of getting legal asistance and the risks of delay. Tell them about a typical day or a typical case. Teach them about your work so they can see how you can help the, identify people they know who could use your services, and do a better job of talking to those people about what you do.
- Educate them about the people or entities you serve. Tell them about your target market and ideal clients. Their industry or background. Their problems, pain, or desires, and how you’ve helped them. The more you tell your contacts about who you serve, the more they will be able to identify good candidates for those services. It also helps them see why they should choose you instead of other lawyers or firms.
- Equip them. Give your clients and contacts articles, links, brochures, videos, and other content that provides more information about what you do and for whom you do it, and makes it easier for your contacts to share that information with their contacts.
Getting more referrals is simple. Stay in touch, teach or remind people what you do and how you can help them and the people they know, and equip them with information they can review for themself and share with others.
I know you know most of this but, be honest, are you doing most of it?
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