Getting Referrals From Who You Know Best

Getting referrals from family and friends is the easiest sort of practice building by referrals - so long as you provide excellent service and let them know you want and welcome referrals.  After all, people who already know you and know of the excellent service you provide trust you and like you and seemingly would be eager to recommend you to others.  These are all the people who you have personal, not professional, relationships with. 

The most obvious way to get referrals from this group, the group that knows you the best, is to ask for them.  Never assume that just because someone knows you are a lawyer, they know what you do.  Furthermore, never assume that just because someone knows what you do, they know that you would welcome referrals from them.  You would be astonished at how many people in your sphere of influence know neither of these things about you.  There is nothing wrong with being straightforward about what you do and that you would welcome referrals.

Of course, your family and friends and current and former clients are on your mailing list.  So, in the interesting material you send them regularly, be sure you mention that you are "open for business" and would welcome their recommendations. 

 

-         Ben Glass