You might be wondering about the title of this post: ‘How to get more clients through referrals without asking’. You could be thinking how possible could that be, especially now that the legal profession is highly competitive. Your thinking is actually the obvious reality, but don’t make a conclusion yet. I will show you in few seconds.
This might be what you thought of before but never apply. I advise that you should not hesitate to apply it this time around. There is a common saying that “ignorant on fire, is better than knowledge on ice”. Meaning that knowledge without application is useless.
Alright, back to our topic ‘how to get more clients through referrals without asking’. What you need to do is pretty much simple, but not everybody knows. So, let’s start the ball rolling
Organize Appreciation Dinners for your Client(s)
Client appreciation dinners are a great way to recognize your best clients and thank them for their loyalty. Basically, you invite them to a free dinner where if possible you will present awards and gifts, introduce them to other clients in their niche, and enjoy a good meal.
You might have guest speakers, who may be willing to co-sponsor the event. You might tell your clients to come with guests. Or you can keep the evening information-free and pitch-free and just have a good time.
There’s no competition or a little bit of competition involved. Clients hear about the event and want to come. After the dinner, they see photos on your website, social media and will do their best to get invited the following year. Those who do attend will work hard to make the guest list again the following year. They’ll also talk about the dinner to their friends and colleagues. Of course, it also allows the host to promote the subject of referrals to all of their clients indirectly, by simply talking about the dinner.
When you recognize good behaviour (referrals), you reinforce that behaviour and it tends to be repeated. When you recognize that behaviour publicly (dinners), many of those who didn’t get recognized (invited) will change their behaviour so they can be included the next time.
The bottom line is that you get more referrals, not just from those who you recognized as “top referrers” but from everyone. Your top referrer may send you twelve clients, but you may have 120 clients who send you one or two.
If you can’t or don’t want to do a client appreciation dinner (maybe you are a criminal defence lawyer or so), how about dinner for professionals? Invite your best referral sources and recognize them for their efforts. You can also do this even if you do sponsor a client dinner.
If a client or referral source appreciation dinner isn’t in your budget right now, consider breakfast or luncheon. Or, invite your best-referring client or referral source to dinner, just the two of you, to say thank you for their support throughout the year. Next year, you can invite a few more.
This strategy can apply in any business or profession. You have gotten the gist, the idea, it is now for you to apply it to get more referrals without you literally asking for it.
If you get value, let us know in the comment.
Business Growth specialist.