The Others: Networking for Referrals from Non-Lawyers

Last time, in this space, we addressed the fact that attorneys can exercise ‘the nuclear option’ on any case referral, at any time: they can keep it for themselves.  That’s why it’s so valuable to also network for referrals from non-attorney professionals, who have to find a lawyer to deliver referrals to.

But, if you’re comfortable networking with other attorneys, but not non-attorneys, these strategies should help:

  • Just as you should find lawyers with complementary practices areas to refer cases to, and to be referred cases from, you should find non-lawyer professionals with complementary business models to refer business to and to get business from.  So, if you focus on motor vehicle accidents, it helps to know someone who runs a body shop.
  • Endeavor to make presentations in your local community that will draw potential clients and potential referral sources.  If you have not yet developed your reputation in the local community, consider partnering with a local stakeholder, like a town library, to promote your event.
  • Use to find local groups and events based on interest areas.  There may ongoing local meetings chockful of referrals sources, that you didn’t even know about.  This may include specific interest groups that you hadn’t thought of on your own as viable referral sources.
  • Create and use specific elevator pitches focused on the members of the professional group you’re trying to infiltrate.  The pitch you use on lawyers is not going to work here.
  • Make sure you track information about your networking efforts.  Working backwards can help you to figure out your best lead sources.  So, use a customer relationship management software to archive information and lead sources and the percentage of leads you close, and make better decisions about your marketing strategy.

. . .

If you need to break out of your shell, we can help.

The Wyoming State Bar offers free law practice management consulting services through Red Cave Law Firm Consulting.  To request a consult, visit the Wyoming State Bar’s law practice management page, and start running your law firm like a business.

Share on Social Media