How to Get More Referrals

Referrals for a Legal Nurse Consultant can make or break your practice. The more referrals you get the more your practice becomes the go-to firm when potential clients have work. Here are some ideas to help you get more referrals and build a remarkable Legal Nurse Consulting practice.

1.      Be a winner.

When a person refers on a winner, it makes them look good and they earn kudos with their friend or acquaintance. If you can prove yourself to be a success story then you are going to get more referrals. You can do this by:

• Doing High Quality Work Every Time
  Producing the goods not only for the person who might refer you, but also throughout your services as a Legal Nurse Consultant makes you a lot more referable.
• Being Really Reliable
  If you answer every email within a few hours, pick up the phone when it rings, show up to meetings and deliver when you say you will, you’ll find your refer-ability will skyrocket.
• Price Yourself Right
  There is a place for really high prices, consistent referrals is not it. If you are aiming to be referred over and over you will either need reasonable prices combined with quality or reliability.
• Be Likable
  Clients don’t need to love you, but they do need to find you pleasant and easy to deal with. Most people don’t want to refer a Legal Nurse Consultant who is patronizing, rude or just offensive.

2.      Nothing to Lose

Giving your referrers the minimum possible risk means they are unlikely to look like a goat for telling their associates to actually hire you. Here’s how you can mitigate the risk:

• Give a Guarantee
  Let me say straight off the bat, that you should only do this if you are an experienced Legal Nurse Consultant.  Guaranteeing your work either with a money-back promise or endless revisions is not for the newbie. If this is your first really big case you may make mistakes or miss things. You do not want to be working on this case a year from now, so guarantee only that which you can deliver.
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  It can however be the clincher that means people feel safe referring you on. Use with caution.

• Make Service Your Middle Name
  If you are all about service and keeping clients happy, then your referrers will know that even when things go wrong their referrals are in good hands and are unlikely to become upset if there is a glitch in the system.
• Free Consultations
  If you provide a no-obligation, free consultation then your referrer can tell people about you knowing that there is no immediate financial obligation on their referrals. This takes the pressure and onus off them and places it on your shoulders instead, where it should be. Just remember that a consultation is just that. Do not give away your product (thoughts and recommendations) over the phone. The key to that? Hold key thoughts or points back. Simply say, ‘There are several other things I see and would make note of for you if you should hire me as your consultant, I’d be happy to identify those areas of weakness for you.”

3.      Encourage Referring

There are only three reasons that someone will send work your way and refer you to their colleagues. ( 1.)  They want to help you. (2.) They want to help their friend/colleague.   (3.) They want to help themselves. If you want more referrals you have to make it easy for one of these three motivations to work. You can get that by:

• Offering Incentives.

A gift, such as a reduction on their own bill or a free case review can both work as incentives for clients to help themselves. Adding an incentive alone is not generally enough, since whatever you offer is unlikely to make up for the possible risk involved. Think of incentives more as the carrot to push a referrer from ‘thinking about referring you’ to ‘actually referring you’.  If you do offer incentives, it’s really important to do it with tact and care. This is because you don’t want your clients to feel you are trying to buy them and neither do you want their referrals to think they were referred for some other reason than you are an awesome Legal Nurse Consultant.

• Ask and you shall receive

Yes it’s no one’s favorite chore, but if you want more referrals, then just asking for them is likely to spur them on. Personally I hate this sort of thing, so what I found to work for me was to do this after a client told me I’d done a good job. At this point I figured it was a reasonable request and made it feel less awkward. If, like me, you don’t like asking in person, why not send an email to your recent clients and include your incentive offer.

• Make sure they have the tools they need

Ensuring your referrers have an easy point of contact – whether it’s a website or just a business card to give out – means you are removing one more obstacle to getting those referrals. And of course make sure that the phone gets answered, emails get responses and you follow up on those referral leads. Don’t let them go to waste or you are unlikely to get referred again by that person.

At LNCPracticebuilder we love helping new and experienced Legal Nurse Consultants build more remarkable practices.

For more on building a remarkable Legal Nurse Consulting or Life Care Planning practice, subscribe to the RSS Feed for the Blog and my Email Newsletter. Follow us on Twitter, join our LNC/LCP Group on LinkedIn, or friend us on Facebook. We also offer one on one practice coaching as well as amazing LNC/LCP marketing materials, website design and social media page designs. Email us or call (317) 426-1170.

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Tags: get more clients, referrals, thumbs up

This entry was posted on August 1, 2011 at 4:18 pm. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.

Posted in Influence Lead Generation Marketing for LNCs by lncprac No Comments Yet