Even when attorneys ask for the referrals themselves, they usually do so in a rather vague, noncommittal way: “If you hear of someone who is looking for a good lawyer, I hope you’ll think of me.” There are a couple things wrong with this method:
- The person being asked has a lot on their mind, and keeping you in mind for a referral is not likely at the top of their priority list.
- The person doesn’t understand what is being asked of them – “I hope you’ll think of me” isn’t terribly specific.
Better Ways to Get Referrals
Here are five better ways to ask for, and receive, referrals to your law firm:
- Be referral worthy. The first thing you should do before you ask for referrals is to make sure that you provide service that is worthy of being referred. You should review your current level of service by getting feedback from current clients to make sure you are meeting and hopefully exceeding their expectations.
- State clearly who you would consider to be a great referral. Depending on your practice area, this could be a person recently injured in an automobile accident, someone suddenly terminated from their job, or a person who expressed concern that they haven’t drafted a last will and testament.
- Make a greater effort to attend local bar association meetings, and while you’re there, mingle with attorneys who work in a wide variety of practice areas. Lawyers who are asked for referrals are most likely going to give the person asking the name of another association member that they met at a professional event.
- Send someone else work. Attorneys who receive referrals from you are usually going to make an effort to return the favor, even a year or two down the road. Chances are you aren’t able to handle every client that comes through your door, so referring potential clients to other qualified attorneys shouldn’t be a problem.
- Provide excellent service. This may seem like a no-brainer, but doing good work for clients is the best way to get more clients. Clients are usually quick to take note when they’ve had a bad experience with an attorney, but if you go out of your way to give great service to them, they’ll probably go out of their way for you too.
To speak with someone about insuring the practice that you have worked so hard to build, contact USI Affinity today.