Most attorneys know the best business comes from referrals. So – are you keeping in touch with your referral sources?
Do you have a comprehensive list of your best referral sources, and are you referring to it regularly to make sure you’re keeping those relationships warm & friendly?
Do you have a system to make sure you identify the source of every prospect, and to make sure that every referrer is acknowledged and thanked?
When you refer to others, do you have systems to make sure you let them know you’re trying to help them?
Do have a system to ask happy clients to let the referral source know they’re happy?
Basic marketing habits like these are the foundation of more expansive marketing plans. Without them in place, you could be losing big time, because of referrers who feel unappreciated, who don’t know you’re trying to help them, and who aren’t getting feedback from those they referred.
And by the way, note the word “systems” in each. “I do that some” isn’t a system, and means that you also DON’T do that a lot. Marketing, like the rest of your practice, should be systems-driven rather than attorney-driven. It’s the distinction between having a practice and having a great legal business.
If you could use some help in putting the systems in place, or learning what to say when you reach out to touch a referral source, give me a call at 407-830-9810.