When they came to the dinner, I stood up and spoke briefly, thanking all of them individually and noting something about them personally. I gave them each a small award of appreciation, and then we took photos and had dinner together. It was a phenomenal success.
Everyone loves to be recognized. That’s why you can give out gifts all day long. The power of an event like that is, you have created instant ambassadors for you and your firm now. There was a person who came to that dinner, and they sent us seven referrals over the next three months. They didn’t cost us anything. One of those referrals was a million-dollar case.
When it comes to getting referrals from other attorneys, there are three strategies you can take to boost the number and consistency of referrals to your practice:
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Cultivate a Referral-Centric Culture - You can transform your practice by embracing referral culture at its core: enthusiastically communicate your appreciation for referrals to new clients; incorporate powerful referral messages in your signature beds, replies, stationery, etc.; and engage in meaningful conversations with fellow attorneys about potential referrals. By placing this essential component at the forefront of your practice, you’ll create a multitude of opportunities for accelerated referral growth.
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Forge Valuable Referral Relationships with Local Attorneys - Take your networking game to the next level by connecting with local attorneys to form powerful referral relationships. Harness the power of swift, simple, efficient emails to break the ice with potential partners. Gather email addresses from their websites and reach out to 5-10 attorneys weekly. Impress them with personalized touches, such as compliments on a specific aspect of their website. Persistence is the key: follow up diligently every few weeks and watch your referral network come to life.
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Create a Comprehensive Referral Program - Design a systematic approach that can be presented to fellow lawyers, motivating them to send clients to your practice. Incorporate crucial elements such as notifying the referring
attorney when the case is accepted, providing
updates, managing ethical concerns, and executing
payment arrangements (if permitted in your
jurisdiction). By offering a well-structured
framework, you instill confidence in the referring
attorney regarding your process.