Though attorneys might be hesitant to solicit referral recommendations for new business opportunities, it’s a method backed by research. Studies show that people tend to extend their help to those they know, like, and trust. Hence, it could be beneficial for legal professionals to identify and approach individuals within their network for referrals.
The technique requires tact and a thoughtful proposition. Rebecca Hnatowski, an expert from Edwards Advisory, underscores the importance of considering who to approach in your network and how to make the ‘ask’. However, this doesn’t mean it should be avoided altogether. Rather, it is an art that must be learned and refined over time.
If leveraged correctly, this approach can lead to a potential expansion of business networks and clientele. The trick lies in understanding the dynamics of the relationship and making a polite, well-timed request. Implementing these tactics may provide a pathway to landing newer clients while strengthening existing relationships.
Read more about Rebecca Hnatowski’s detailed insights here.