Wednesday, April 3, 2013

The Best Way to Get Referrals, Part 3

This is the final installment in a three part series outlining an effective way to generate referrals from your network of contacts and clients.

To summarize, the best way to get referrals is to give referrals first. Secondly, you must earn a referral. Lastly, you should plant the seed of referrals early on in the relationship.

Plant the seed of referrals early on in your relationship with your clients. All relationships go through phases similar to those of a marriage. There's the honeymoon phase, the newlywed phase, the child rearing phase, etc. No relationship is perfect. It evolves as you move through each phase of the relationship- hopefully getting stronger but not always.

The work you put into the relationship is what binds two people together. So, during the newlywed phase, talk to your clients about referrals. Plant the seed that you intend to earn your client's endorsement through exceptional work and service. You can say something to the effect of, 'I know it's too early on in our relationship for me to ask for a referral from you. However, I am committed to exceeding your expectations in both the quality of my legal advice and the responsiveness of my service. If you find this to be true, I hope you'll think about people that might also benefit from my services and tell them about me.'

Find a way to say this that is comfortable for you. Practice it and be able to deliver this point sincerely. Emphasize the one or two aspects of your service that your clients consistently experience and include that the way the example includes work quality and responsiveness. Plant the seed early in the relationship so your client understands how she is to evaluate your service and what she can say when she refers you.

It goes without saying, if you would like some help planting the seeds of referrals, give me a call at 502-693-4731. You'll find I am an eager resource and it costs nothing to talk.

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