As you probably know, law firms rely heavily on referrals to generate new leads.
Business relationships with other attorneys and professionals are incredibly valuable lead sources, and you likely spend a lot of time fostering them. In fact, attorneys spend 1.4 hours a day on average networking to meet new clients and build referrals. That’s 2x the .7 hours spent by the average professional.
But what if there was an even easier way? Establishing a Law Firm Referral Program for your clients will help you maximize your referrals and automate the referral process.
Law firm referral programs can be better than traditional advertising & professional referrals because they are cheaper, easier, and it’s easy to sell your prospect when they’ve been referred by someone they trust.
So how do you start one?
- Develop an enticing offer
- Entice your clients by letting them know
- Keep track of your referrals
- Follow up
Developing your offer – be sure to reward both the referrer and the referred. Gifts are a great option for past clients and current clients alike, and discounts are a great option for everyone. Be sure to check with your local Ethics Rules and Opinions before deciding on an offer.
Let your clients know – it’s important to be consistent with this part. Add your referral program to your website, your newsletter, your blog, and regularly remind your clients through email. Without consistency and reminders, your referral program can be easily forgotten.
Keep track of your referrals – be sure to update your CRM with lead sources and make sure that each new lead is attributed to the person who referred them. Additionally, make it easy on yourself by asking every new lead if they were referred by someone and enter that information immediately.
Follow up – once you’ve landed your new client, follow up with the referrer by sending a handwritten thank you card and deliver their gift or discount to them. It doesn’t have to be fancy but the personal touch really makes a difference!
Final notes: to really boost your chances of success with client referrals, be sure to provide excellent customer service during the entirety of your relationship with each client. Your clients want the best for their friends and family. If they think you’re the best, they will be sure to spread the word!
Check out the other articles from this month’s newsletter: