It’s like referrals but without the sweaty palms

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Do you know any attorneys who could send you referrals but don’t? How about accountants, financial planners, insurance or real estate brokers?

You could ask them for referrals but. . . it makes you nervous. Okay, forget about that (for now). There’s something else you can do.

You can talk to them about a marketing alliance, where both of you benefit.

It’s a simple way for two parties to increase the reach of their marketing, reduce their costs, or both.

The result: more clients. Probably better clients, because the client finds out about you from a trusted source, just like a referral.

A simple example:

You send an email to your list and recommend the other professional’s services, webinar, or free report. They do the same for you.

Another simple example:

You interview said professional for your newsletter or blog, podcast or video channel, mention their special offer or book, and provide a link thereto. They do the same for you.

Another simple example:

You invite the other professional to write a guest post for your blog or newsletter; yep, you do the same thing for theirs.

Can you see how simple this is? And how it could bring in a lot of new clients?

Start with professionals you know who have a practice that’s a good fit for yours.

But don’t stop there. There are thousands more where they came from.

You can learn how to find them (and exactly what to say) in my Lawyer-to-Lawyer Referrals course. Details here

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Put this in your pipe and smoke it

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Suppose I am a notary who works near you. I call you and offer to provide my services to your clients for a few hours each week, at no cost to you or your clients.

Interested?

You can promote this as an added benefit to your clients. You can put “free notary services” in your advertising and on your website and attract more prospective clients.

And it won’t cost you a dime.

I’m willing to do it because it lets me introduce my services to lots of new clients.

Do we have a deal?

Okay, you like the idea but you’re not getting calls from notaries offering this.

Well, you could ask someone in your office to take the class and become a notary, or you could do it yourself. That’s good, but how about thinking bigger?

How about picking up the phone and calling some notaries, to see if they like the idea of getting some free exposure. Why is this better than doing it yourself?

Because some of their notary clients will need legal services.

And there you are.

Many real estate agents are notaries, and open to a bit of creative marketing. Or you might partner up with a real estate attorney who has a notary in the office (assuming you don’t compete with them). Accountants, escrow officers, mortgage brokers, and banks also have notaries.

If free notary services doesn’t work for your practice, find something that does.

Make a list of the types of professionals and small businesses that target the same clients you target. Contact them and see if they have a free or discounted service you could offer to your clients. Or a free consultation. Or free information.

Then, see if you can do the same for their clients.

Are you picking up what I’m laying down?

More ways to work smarter

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The simplest way to increase your income

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You have a target market, don’t you? Or are you still offering your services to “anybody” with a legal matter you are equipped to handle? If it’s the latter, we need to talk.

But not now.

Now I’m going to assume that you have read my stuff and you are on board about targeting specific markets and ideal clients in those markets, and you do that. I’m also going to assume that you’re ready to expand into a new target market.

You currently target health care professionals for your estate planning services, for example, and you’re thinking about also targeting financial professionals.

Great. But there’s something else you should do first.

First, you should find ways to offer additional services to your existing market. It’s easier, quicker, cheaper, and more profitable than going into a new market. Sell more services to people who already know and trust you before you market to strangers.

Make sense?

What additional services could you offer to your existing market? What else do you do that they haven’t yet “bought”?

If your market needs and wants something you don’t do, offer them someone else’s services. Work out strategic alliances with other lawyers and service providers to offer their services to your market. In return, they agree to offer your services to their market.

Leverage your existing relationships and reputation. It is the simplest way to increase your income.

Earn more, work less: click here

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