Referrals are a powerful source of potential new clients for law firms, particularly when they come from individuals or businesses that have had a positive experience with your practice. While your law firm may already have a steady source of referrals, it never hurts to build your referral base and continue to grow your law practice. The following are some ways in which you may be able to cultivate viable referrals for your firm:
- Reach out to existing and former clients: Although client referrals may not always be as dependable as referrals that come from other sources (particularly if the clients are not familiar with all areas of practice that your firm specializes in), they should not be taken for granted. Be sure to ask each of your clients about possible referrals as you are wrapping up their case or legal matters. You can also reach out to former clients and ask them for referrals by periodically sending them emails, calling them to check in or potentially even visiting them (if, for instance, they are incarcerated).
- Attend the right kind of networking events: Going to networking events with other lawyers in your practice area is a good way to stay abreast of the latest news or issues affecting your field of law; however, it may not be the best way to meet lawyers who will give you referrals. Instead, consider attending trade shows or other industry events that can put you in contact with business owners or others who may end up becoming a good source of referrals for your law firm.