The Key To More Client Referrals

One of the least expensive ways to increase your new client flow is to generate more business from your existing clients.

If you are practicing with the new law business model, your clients love you and want to send you business. You just need to make it easy for them.

Here are three ways to do it:

1.  Ask for the referral:

At the end of your first meeting, when your clients are thrilled with the process you’ve taken them through because they feel so relieved you are going to be taking care of them and their matter, ask your clients to send them anyone you know who is just like them.

The best way to do this is to get three of your business cards.

On one of your cards, write your cell phone number and tell your clients to call you on that number in case of an emergency.

Hand them the other two cards and tell them they are for friends or family just like them who need your services.  It’s that simple.

2.  Ask them to host you for an event:

We teach our Personal Family Lawyers to do guardian naming workshops as one way to generate new clients.

Some of them are hosting these events in the homes of their clients for their clients’ friends.

“Show your friends how much you care by helping them name legal guardians for their kids just like you did for yours.”

It’s an irresistible offer, especially if you give anyone who hosts you a discount of their legal work.

How could you apply this to your practice area?

3.  Establish a membership/maintenance program and give clients who enroll a discount on legal work for other family members:

Once a client works with you, figure out how you can put them on an ongoing membership/maintenance program and as one of the enrollment bonuses, give family members a discount on legal work.

We would give our clients a 50% discount on parent’s legal planning and as a result I ended up often doing legal work for the whole family.

It was totally worth it because I knew that the initial up front free I collected from a client was only a small part of the lifetime value of each client to me.

Do you have other ways to increase the number of referrals you receive from clients?

If so, let me know and I’ll share them with the group.

Related posts:

1. Step Out of the Box (and Your Practice Area) and Make a Difference