3 Creative Ways to Get Business Referrals
When it Comes to Getting Referrals.... Think Outside the Box
Every lawyer has his own trick for getting referrals.
Some follow the tried-and-true rule of asking for a referral. Others, however, are a little more creative.
When referral sources just aren't motivated, lawyers and other business professionals can then MOTIVATE CLIENTS to participate in a referral system.
But how?
Marketing expert John Jantsch recently offered these creative referral-generating ideas from a lawyer and other business professionals on his blog, Duct Tape Marketing. Have a look and see which of these ideas might be used in your practice.
Attorney - Sponsored online teleseminars and invited well-known authors and speakers by allowing them to pitch their books or other products. Targeted clients lined up to hear the prominent speaker and provided their names and e-mail addresses to get on the free call. The teleseminars became so popular that the attorney recorded each call and created an entire library of products that he used for other marketing efforts. By sponsoring the well-known authors, the attorney created a very high-profile referral network.
Financial planner— Created his very own referral and lead network by sending a letter to ten other professionals whom he had worked with and felt comfortable referring business to. This letter informed them that he was creating a unique referral network of one hundred of the area’s top professional services providers and was inviting them to become a member, but that he needed them to recommend ten others who should belong to this exclusive group. He then created a resource directory and Web site that featured all one hundred professionals. The entire group promoted the directory and Web site and referred business to each other. As a result, other professionals begged to be allowed into the group. The strategy was so powerful that many of network members did no other form of marketing.
The key is to spark participation. Make clients want to be a part of building your practice!
Keep it simple, but BE CREATIVE!
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These are great ideas, but I would be careful with that last one. Attorneys should check with their state bar rules on referral fees and payment for testimonials.