This tailor-made program not only elevates your office’s referral strategy, but it also serves as an exceptional marketing tool.
When you discover the power of referrals, you’ll start to see them as one of the “golden tickets” to a thriving business. Referred clients arrive at your firm, already pre-sold and eager to experience the incredible service they’ve heard about from a trusted source. Stop suffering through lengthy sales pitches and embrace the effortless signing clients who have clear and positive expectations of you.
Not only do these clients bring enthusiasm from a
positive experience with the referring lawyer, they
also bring lower resistance to the cost or percentage.
They’ve already been sold on your skill and
experience, so they recognize the value in it.
2.) Giving Gifts
Give out gifts (including blankets) with your law firm logo on them. This is an idea that I know works, and I know it because it’s the swag item that disappears the most frequently in my office from employees taking them home. I’m not mad about that, because I look at it as a kind of test market. In addition to blankets, we also have cups, shirts, pens, and many other things.
The blanket we get costs $27. I was willing to pay a higher cost for a higher quality. I didn’t want to send out a gift that gets worn or doesn’t represent the firm well. If we have a case where a client is coming home from the hospital because they had surgery, this is a perfect gift.
“Giftology” is a great book, but there’s one piece of advice they give that I don’t agree with in this case: they tell you not to put your name or logo on gifts. The blanket has to be the exception, at least for me, because we have had situations where we’ve given someone a blanket, and that person was photographed using the blanket and the photo ended up on social media. So there they are on Facebook, with our logo front and center on that blanket. That’s great PR!
I consider it part of my job to make people feel special, so they trust me when I’m representing them. That’s why I give them something that shows I care. You don’t have to buy thousands of these gifts, you can start with 100-200. I do more than that because it’s so effective for us. I can’t tell you how many million-dollar cases I’ve gotten where they’ve called because they saw our blanket.