Legal Marketing & PR

New Video Shows Four Ways to Get More Referrals

By Larry Bodine

A recent survey by Raintoday.com asked buyers of legal and other professional services which approaches they preferred. The #1 top answer was: Referrals from colleagues or other service providers.

Referrals are wonderful because they essentially turn your clients, friends and contacts into your sales force. There's nothing better than a person who's enthusiastic about you and will tell their friends about you without any prompting.

The problem is that many lawyers don't know how to ask for referrals. To solve this problem, David Ackert, the founder of Practice Boomers in Encino, CA, has developed a wonderful 6-minute video, "Four Ways to Get More Referrals" at http://bit.ly/dIftXd. (After you register and confirm you'll see the video.)

It's not important to get the exact words right when requesting a referral.  A lawyer should simply use his or her own words in using the four approaches and then:

1. Pick the right person.
2. The right forum.
3. The right approach.
4. Ask for the referral.

What I like is that the approaches are not manipulative and do not involve closing techniques. Anybody can do them. Check 'em out, you'll be glad you did.

Full post as published by Larry Bodine's LawMarketing Blog on January 19, 2011 (boomark / email).