Focus on Reconnecting with Referral Sources
In my experience, it's easy for attorneys to take referral relationships for granted. They assume the people who have sent them business in the past will always continue to send them clients and all they need to do is treat clients right and provide high-quality services and their practice will almost build itself.
While that may have been true 10 or 20 years ago, it's definitely not the case in today's hypercompetitive environment. No offense, but finding a high-quality lawyer is easy and it takes more than quality to make an impression-it takes a relationship.
The result of that misinformed attitude is what Chicago attorney Jay Kauffman (www.jckpc.com) has named "referral atrophy"-the natural decline of the quantity and quality of referrals you receive due to lack of attention and cultivation. Just like any relationship, you need to be connecting with your current and former referral sources every four to six weeks to ensure the health and longevity of the affiliation.
Here are three easy ways to stay connected:
- Send them a monthly newsletter--This is one of the easiest, quickest and most cost effective forms of relationship marketing you can have in your toolbox.
- Subscribe to a journal targeting your referral sources--As you read it keep an eye out for any articles that would be of interest to your sources. Clip it out, keep it in a file and have your assistant send one article per month to all your referral sources with a message on a sticky note "I thought you might find this interesting!"
- Email them a PDF copy of your press release or article-If you are using either online article marketing or press releases as part of your marketing strategy, run off a dozen copies and mail them out (or email them).
Take action NOW on some of these ideas and you will be surprised at the business you will generate almost immediately.
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Rainmaker Retreat Preview Call - Get some valuable tips on how to set yourself apart from your major competitors and double your revenues next year during these FREE teleseminars. Register here. 3
dates to choose from:
Thursday, Nov 5th 2pm - 3pm PT (5-6pm ET)
Wednesday, Nov 11th 3pm - 4pm PT (6-7pm ET)
Wednesday, Nov 18th 12pm - 1pm PT (3-4pm ET)
Upcoming Rainmaker Retreat Dates and Locations: Attend our next 2 day marketing boot camp. We will teach you over 62 proven strategies to find more clients and generate massive amounts of referrals (even in this economy). If your practice is hurting or you want to build a 7 figure law firm you definitely need to attend.
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*We would like to send you a DVD of your colleagues (and even your competitors) describing their experiences at the 2 day Rainmaker Retreat. Yes, we know you are skeptical (we wouldn't have it any other way).So instead of us telling you how these 2 days will transform your business, we will let our clients do the telling. Click here to order your complimentary DVD right now
Friday Nov 6th - Stephen will be speaking at the Indiana State Bar Annual Meeting
November 17th, 18th, and 19th -Stephen will be speaking for the Essex County Bar Foundation, Middlesex County Bar Association, Camden County Bar Association, and the New Jersey State Bar Association. He will be presenting: Becoming a Rainmaker: Practice Development Strategies for Small and Solo Law Firms. More information
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