In this week’s edition of Things I Wish I Knew, New York solo lawyer Joleena Louis gives her top tips for making sure your referral sources are sending you great leads.
Over the past few weeks, my marketing techniques have started to click. Lately, I’ve been getting fantastic leads from some of my frequent referral sources. Having a steady stream of referrals is great, but getting referrals that match your ideal client are even better.
Receiving high-quality leads from my referral sources doesn’t just happen by coincidence either. One of the things I’ve been working on this year is trying to ensure that I am connecting with better quality leads. One way I’ve accomplished that is by communicating exactly the type of client I’m looking for to referral sources.
This process starts with having a conversation with past referral sources. So far this year, once a week I have met with someone who has referred cases to me in the past year. When we meet, we not only catch up and build the relationship, but we also discuss the type of client we are each want to work with this year.
My Advice To You
When you are sharing information about your ideal client, make sure you’re as specific as possible, and give examples if you can. If they referred a client who was a great fit in the past, Then tell them that. Point out what made that client perfect for your practice so they know what to look for in the future.
Next, I tell them what to say to the client about me. Give them trigger words, phrases, or issues to look out for.
For example, I’m good at preparing parenting plans for high-conflict situations or when one parent has a complex schedule. So if the potential referral raises a concern about co-parenting, the referral source can specifically note my skill in that area.
Also, tell your referral source exactly how you would like them to pass on a referral. I like to get an email from the referrer letting me know that I may be contacted by the potential client. That way I can look out for their call and possibly waive my consultation fee. This way I look prepared and ready for the client when they do reach out to me.
Finally, always provide feedback when possible. Be sure to let the referral source know if the referral they sent you is a good fit and why. You can do this in a quick phone call, email, or a thank you letter. Thank them for the referral, let them know why it did or didn’t work out, and let them know if you referred the client to someone else.
People can’t send you good clients if they don’t know who a good client is for you. Being clear and straightforward about who you want to work with makes the referral process more beneficial for everyone involved.