This post is about the little hinge that can swing big doors in your legal business through referrals. Generating more referrals is a top marketing initiative for firms, and most professional services’ firms know how important referrals are. In fact, many have been able to grow significantly on referrals alone.
However, the truth is, it will be a herculean task to pull off a successful referral acquisition strategy if certain things are not put in place.
Today I will share with you the foundation on which a successful referral program lies. You might be one of those that already find it important, but I believe that this cannot be overemphasized.
Most lawyers understand that providing good-quality legal service is an integral part of acquiring clients. However, savvy lawyers also know that doing good-quality legal work is not sufficient for success in a competitive marketplace where prospective clients have so many choices.
It is a good idea to do whatever you can to ‘spoil’ your clients and provide the highest levels of peripheral service. What do I mean by peripheral service?
It’s all the service you provide outside of your core legal services.
Peripheral service includes how you (and your firm’s personnel – if you have) treat your clients and prospects when they call on the phone, come to your office, or make contact in some other way.
Irrespective of the quality of your core legal services, your peripheral service is the area where your firm can really stand above your competitors.
I’m sure you are asking right now, why? You see, while ‘spoiling’ your clients costs little or extra time or money, it creates client loyalty, repeat business, and significant word-of-mouth referrals.
Providing the highest levels of peripheral service should be a major part of your firm’s client acquisition strategy. This might sound commonplace to you, but this happens to be a little hinge that can swing big doors for your practice.
With that being said, look out for our next post. We will delve into ideas you can implement in your practice to get referrals.
But I will leave you with this quote by Walt Disney…“Do what you do so well that they will want to see it again and bring their friends.”
To Your Success