Referrals – The Gift That Keeps on Giving
So what is the key to getting business from referral sources? First, like most everything else in business development: you need to give before you can expect to receive. If you want people to refer business to you, you should start by making referrals yourself.
The great thing about referrals is that they are the gift that keeps on giving: when you do nice things for people – like send them business – they often will be eager to repay you in kind.
So start looking for opportunities to make referrals. They should be plentiful. As a trusted advisor, and a pretty smart individual (you made it through law school, didn’t you) it only makes sense that Clients and friends may come to you for advice on all sorts of issues. Find ways to help them – while helping the individuals you refer – who later may then help you. Look at it as a win-win… win.
