Getting new clients is always challenging, but by learning how to grow your family law practice through referrals, your chances of landing new business will increase dramatically.
By Matt Spiegel, Trial Lawyer and Founder of MyCase
How to Grow Your Family Law Practice Through Referrals
Chances are the source for most of your new business is your existing clients. For most successful family
law firms, the second largest source is referrals. There’s really no mystery as to why: people would
rather do business with people they know, or people who know people they know.
A personal recommendation takes out some uncertainty and eases anxiety for a prospective client. This
is especially true when it comes to a family-law practice referral, since the need for legal services often arises during a stressful situation. Getting new clients is always challenging, but your chances of landing new business for your family law practice increase dramatically if you can develop a regular referral program. Here are some ideas on what you should be doing to drive referrals to help build your practice.
Ask and You Shall Receive
In general, clients are not likely to offer to give referrals. However, if you’ve done a good job for them,
they’re likely to do so if you ask. In networking circles, it’s widely accepted that everyone has nearly 200
people they know. Take the number of satisfied clients you have and do the math. It’s an enormous
pool, but you have to be proactive.
Set a Weekly Goal
What gets measured usually gets done. Establish a goal for the number of referrals you will ask for in a
week. That doesn’t mean you’ll get them all. You can’t control the results, but you can control your own
actions. Use client meetings, networking events, and social gatherings as opportunities to gain referrals.
Be Specific and Make it Easy
Don’t just ask if they can recommend you to someone who needs a family law attorney: make it easy for
them to supply a recommendation for your website or Yelp.com page by providing links to a comments
form or to specific pages online. You can also provide them with an informational postcard or brochure
to share with anyone they think might need your services.
When a client praises you for the work you’ve done for them, that’s a perfect time to ask for a referral.
Sincerely thank them for their praise, and then ask if they know anyone else who could use the same
type of service you just provided for them.
Give to Get
In some instances, depending on your practice, your clients may have businesses of their own they are
looking to promote. Offer to refer them to people you know who could use them. Always take the
opportunity to connect associates. If you make the first referral, it’s a good bet they will be looking for a
chance to reciprocate.
Always thank someone if they give you a referral. Keep him or her up-to-date, especially if the referral
turns into a new client. Adding a personal touch, such as a hand-written note or small gift, as a thank- you can also go a long way in helping build your referral relationships.
Secure Your Referral Network Now!
Family lawyers need to ensure that they’re proactive and dynamic to achieve the full benefits of referral marketing.
Matt Spiegel is the Founder and General Manager of MyCase, leading the overall direction of the
company and its namesake practice management software. He is also a successful trial lawyer and uses
his firsthand experience in the legal profession to direct the MyCase business line.