For lawyers who depend on referrals from other lawyers to build their practice, I have news for you. There are marketing activities you need to do offline and online that can make this happen. A combination of these things is a must. Underlying all of these suggestions is the command that you must treat your referral sources like clients or better yet royalty. They are your top priority to please and on an equal playing field with your clients for your attention. Here is what you need to do:
1.Target your top referring lawyers. Identify who your main referral sources are and take the top five and figure out ways you can make their life better. Offer to help them with something in their professional or personal life. (See my earlier article from The Legal on value-added services for ideas, “25 Value-Added Services to Offer Your Clients for Free,” published April 21, 2009.) Definitely be uber-communicative about how cases went that they sent you. Thank them for the opportunity to help. Then figure out how you can make their practice or life better multiple times during the course of a year. Each month, add another referral source to your list to target for such personal attention.
