We have found over many years assisting attorneys with growing their client base and developing new business that one area too often overlooked is their referral network. The tendency for most after receiving a referral is merely to say thank you to the source of the referral, attend to servicing the new client and then move on to the next assignment. That’s what we call a “one and done” mentality, and not an effective strategy in one’s business development toolbox.
Here are five tactics one should focus on which will lead to a referral network resulting in both new and additional work:
1. Segregate one’s referral sources from your master contact list.
This action will enable more targeted and topic specific communications. Develop and maintain that segment of your contacts with detailed information regarding the referral so that you can direct information specifically related to both the referral source and the industry of the client you represented as a result of the referral.
2. Saying thank you means never having to say you’re sorry.
The most egregious faux pas one can make as the recipient of a referral is not thanking the referral source. Based on the nature of your relationship with the referring party, you should consider the appropriate manner to express your gratitude. Don’t take the easy route like an email; consider a hand-written thank you note, a phone call, a face-to-face meeting for lunch or cocktail, or some other personal gift you know will be appreciated by your contact.
3. Receive and you shall give.
A spin on the old axiom that when practiced will keep your referral sources strong. Return their favor and look to find ways to refer business opportunities to them.
4. Out of sight is out of mind.
Without divulging any confidentialities of the case involving the referred client, when your work is completed let your source know how the representation worked out for all the parties. If nothing more, this will allow you an excellent reason to make another contact with your referral source and remind that person you remain interested in growing the relationship.
5. Turn your new client into a referral source.
Now that you have successfully handled the matter, schedule a time to meet with your satisfied client, review that client’s business and at the appropriate time ASK if there is someone he can refer you to. And, ask your new client how else you can help his/her business advance.
There are other techniques that have proved to be successful; however, these are five doable steps to get your referral network working for you certain to develop a flow of new client relationships.
If you have any additional questions or would like to schedule a consultation concerning business development or any other pain points click the link below.