Attorney Referral Building System

  1. The Rain Maker profile image61
    The Rain Makerposted 16 years ago

    * Identify several professionals or industries that already have trusted relationships with your target market.

    * Build or buy a database of potential referral sources (www.infoUSA.com and www.superpages.com are two great resources).

    * Focus on refining your Unique Competitive Advantage by answering this question: "Why should someone hire me versus any of my competitors?"

    * Create a form letter that includes who you work with, how you are different, and a personal invitation to get together to determine if/how you could work together.

    * Send out 10-20 letters per week.

    * Have your assistant call the people you sent letters to and determine their level of interest in connecting with you.

    * Have your assistant set up appointments for you over lunch or coffee.

    * When you meet with prospective SRPs, find out more about their business and how you can help their clients.

    * Ask compelling questions to let them know you are interested in building a mutually beneficial referral relationship, and remember to ask the best question: "How would I know if the person I'm talking to would be a great referral for you?"

    * Ask them if they would be willing to send you referrals.

    * When possible, try to send them a referral in the next 30 days.

    * Follow up every 4-6 weeks to stay connected with them ( send them a letter, article of interest, or one of your press releases).

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