{"id":3665,"date":"2018-06-19T16:35:21","date_gmt":"2018-06-19T20:35:21","guid":{"rendered":"https:\/\/gutenberg-atl.staging.breakingmedia.com\/legal-innovation-center\/?p=3665"},"modified":"2018-06-22T11:59:03","modified_gmt":"2018-06-22T15:59:03","slug":"3-reasons-why-youre-missing-out-on-referrals","status":"publish","type":"post","link":"https:\/\/abovethelaw.com\/legal-innovation-center\/2018\/06\/19\/3-reasons-why-youre-missing-out-on-referrals\/","title":{"rendered":"3 Reasons Why You\u2019re Missing Out On Referrals"},"content":{"rendered":"<p>Referrals are the best way to grow your law practice. Referred clients are predisposed to like you and trust you. They already know what to expect in terms of price. They\u2019re more likely to respect you and your team. Most small-firm lawyers get a large share of their business through referrals \u2013 but there\u2019s more out there to be had!<\/p>\n<p>Here are three reasons why you\u2019re missing out on referrals, and some tips to help you fix it!<\/p>\n<p><strong>1 &#8211; Information Overload<\/strong><\/p>\n<p>Every one of us is bombarded with information all day long. Text messages, email, social media, \u201cbreaking news,\u201d and the list goes on. We simply don\u2019t have enough space in our brains to retain everything. As a result, if you aren\u2019t regularly staying in touch with your referral network, chances are that you\u2019re slipping out of their mind. A great first impression isn\u2019t enough \u2013 you need regular touchpoints to create top of mind awareness.<\/p>\n<p><strong>2 &#8211; You\u2019re Seen As A Commodity<\/strong><\/p>\n<p>Consumers have an endless list of resources to determine who they will hire. When a consumer does not realize the difference in a product or service, they will decide based on price. As we all know from our high school economics class, this makes you a commodity.<\/p>\n<p><strong>3 &#8211; You\u2019re Not Expert Enough<\/strong><br \/>\nThere is a reason cliches such as \u201cniches get riches\u201d or \u201cjack of all trades \u2013 master of none\u201d exists. Simply put, the more focused you are the better. People want to work with an expert rather than a generalist. At the end of the day, attempt being for everyone and you\u2019ll end up being for no one.<\/p>\n<p>So\u2026 what should you do about it?<\/p>\n<p>It all begins with marketing yourself better by creating a premium brand around your law firm. What\u2019s a brand? Well, a brand is what people say about you when you\u2019re not in the room. It\u2019s the very foundation that you\u2019re overall marketing strategy should be built upon.<\/p>\n<p>Elevate your brand by becoming the best at one thing. Define your focus for maximum profitability and client retention. We suggest focusing on a specific problem or type of client. You could even combine a type of client with a specific need (e.g. start-up ventures needing IP &amp; patent protection). Once you\u2019ve narrowed your focus, leverage your knowledge to set the right expectations with prospective and current clients.<\/p>\n<p>Leverage strategic opportunities like local TV, speaking engagements, hosting events or community workshops to differentiate yourself. Take advantage of online marketing tools like video FAQs, social media, and email marketing. Empower your clients to make smart decisions through educational content. These tools allow you to build authority, credibility, and expertise in your market. We call this the ACE formula for attorney marketing. As you begin to market yourself better, doors will open and more strategic opportunities will exist.<\/p>\n<p>Lastly, keep in mind the frequency of each interaction and moment with your referral network. The weaker the interaction is \u2013 the harder it will be for people to remember and refer you. It\u2019s the quality, depth, and time you spend with each referral source that will pay the most dividends. This could be in the form of face to face interaction or even a newsletter. Top-of-mind awareness is by far the most powerful tool in your toolbox. Create systems to keep yourself top-of-mind and you will see more referrals and repeat business.<\/p>\n<p>If you\u2019d like hear more about Spotlight Branding&#8217;s strategy and how they&#8217;re helping our clients grow their practice,<a href=\"http:\/\/bit.ly\/2K1lxr5\"> contact Spotlight Branding for a FREE consultation<\/a>.<\/p>\n<hr \/>\n<p><strong><em><img loading=\"lazy\" decoding=\"async\" class=\"alignleft size-thumbnail wp-image-3709\" src=\"https:\/\/abovethelaw.com\/wp-content\/uploads\/sites\/4\/2018\/06\/Cody-Lannom-150x150.png\" alt=\"\" width=\"150\" height=\"150\" srcset=\"https:\/\/abovethelaw.com\/legal-innovation-center\/wp-content\/uploads\/2018\/06\/Cody-Lannom-150x150.png 150w, https:\/\/abovethelaw.com\/legal-innovation-center\/wp-content\/uploads\/2018\/06\/Cody-Lannom.png 160w\" sizes=\"auto, (max-width: 150px) 100vw, 150px\" \/>Cody Lannom is the Director of Marketing &amp; Sales for Spotlight Branding. It\u2019s his responsibility to oversee the development and implementation of Spotlight Branding\u2019s brand strategy. In his spare time, Cody studies a wide range of disciplines including personal development, entrepreneurship, and leadership. When Cody\u2019s not at Spotlight Branding HQ, you can find him and his dog outdoors on the trail.<\/em><\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"<p class=\"summary\">Here are three reasons why you\u2019re missing out on referrals, and some tips to help you fix it!<\/p>\n","protected":false},"author":73229,"featured_media":2222,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[2378],"tags":[1741,2434],"class_list":["post-3665","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-marketing","tag-online-marketing","tag-spotlight-branding"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v23.3 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>3 Reasons Why You\u2019re Missing Out On Referrals - Above The Law&#039;s Legal Tech Non-Event<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/abovethelaw.com\/legal-innovation-center\/2018\/06\/19\/3-reasons-why-youre-missing-out-on-referrals\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"3 Reasons Why You\u2019re Missing Out On Referrals - 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