We’re back with another Rainmaking Recommendation from rainmaking expert and coach, Jaimie Field, who is talking about something that’s near and dear to the hearts of everyone in my Network – referrals.

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Did you know there is one sure-fire, really easy, totally free way to grow your book of business?

Referrals.

Yet, for many attorneys, the referrals are not coming on a regular basis.  Why?

Well, there are many reasons why you don’t get referrals, but let’s start with this one:

You do not have systems in place to ask for and receive referrals.

Yes, systems.

Here is the issue:  You do an amazing job for your client.  I don’t care what the practice area is, I don’t care what the legal issue is – once that client is done with you, you are now out of sight and out of mind.

They are not sitting around thinking: “Gosh, what an amazing lawyer – how can I refer business to him/her.”  They are sitting around thinking: “Thank goodness that’s over with!”  And you become a distant memory. 

And maybe, just maybe, your name comes to mind if one of their friends or colleagues has a similar issue.  Then, you may get a referral.

But if you could systematize referrals, wouldn’t that grow your practice?

You need to develop systems for reaching out to different people who “know, like and trust you” so that when they do have an opportunity to provide a referral, you’re the attorney who comes to mind.  And yes, “systems” is plural because:

  1. It is time to stop treating all of the people you know as commodities and start personalizing your contacts with them.
  2. There are many different systems you can use.

One of the plethora of ways you can do this is to create newsletters.  Again – plural.  You should have different newsletters for different groups of referral sources.  For example:  if one of your sources of referrals is accountants, than write specifically for accountants.  If another source of your referrals is former clients, then write specifically for them.

At the end of each newsletter, you can ask them for referrals by NOT asking them for referrals.  Instead, ask them to forward this information to someone like them who may be interested.

This is just one idea of many that you can employ to begin creating referrals.  Over the course of the next few Rainmaking Recommendations, I will be discussing referrals, referral systems and the best way to get more!   I will also be writing about the ethics of referrals so that you don’t do anything that may cause you to violate the rules.

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Photo of Lindsay Griffiths Lindsay Griffiths

Lindsay Griffiths is the International Lawyers Network’s Executive Director. She is a dynamic, influential international executive and marketing thought leader with a passion for relationship development and authoring impactful content. Griffiths is a driven, strategic leader who implements creative initiatives to achieve the…

Lindsay Griffiths is the International Lawyers Network’s Executive Director. She is a dynamic, influential international executive and marketing thought leader with a passion for relationship development and authoring impactful content. Griffiths is a driven, strategic leader who implements creative initiatives to achieve the goals of a global professional services network. She manages all major aspects of the Network, including recruitment, member retention, and providing exceptional client service to an international membership base.

In her role as Executive Director, Griffiths manages a mix of international programs, engages a diverse global community, and develops an international membership base. She leads the development and successful implementation of major organizational initiatives, manages interpersonal relationships, and possesses executive presence with audiences of internal and external stakeholders. Griffiths excels at project management, organization, and planning, writes and speaks with influence and authority, and works independently while demonstrating flexibility in thinking, especially in challenging situations. She also adapts to diverse and dynamic environments with constant assessment and recalibration.

JD Supra Readers Choice Top Author 2019

In 2021, the ILN was honored as Global Law Firm Network of the Year by The Lawyer European Awards, and in 2016 and 2017, they were shortlisted as Global Law Firm Network of the Year. Since 2011, the Network has been listed as a Chambers & Partners Leading Law Firm Network, recently increasing this ranking to be included in the top two percent of law firm networks globally, as well as adding two regional rankings. She was awarded “Thought Leader of the Year” by the Legal Marketing Association’s New York chapter in 2014 for her substantive contributions to the industry and was included in Clio’s list of “34 People in Legal You Should Follow on Twitter.” She was also chosen for the American Bar Association Journal’s inaugural Web 100‘s Best Law Blogs, where judge Ivy Grey said “This blog is outstanding, thoughtful, and useful.” Ms. Griffiths was recently chosen as a Top Author by JD Supra in their 2019 Readers’ Choice Awards, for the level of engagement and visibility she attained with readers on the topic of marketing & business development. She has been the author of Zen & the Art of Legal Networking since February of 2009.