Page 16 - Minnesota Vol 8 No 4
P. 16

Meeting with a
Prospective
Referral Source?
Three Steps to Ensure a
GREAT Outcome! BY TERRIE S. WHEELER, MBC
Asa lawyer, you know you need to do more network- ing, more industry outreach, and more one-on- one lunches with prospective clients and referral sources. You likely won’t dispute the fact that a signi cant portion – up to 80% - of your business comes to you from referrals.  e most common referral sources are your clients, other lawyers, and targeted industry contacts. But let’s look at how you spend your marketing time. It stands to reason that if 80% of your business comes from referrals, you should be spending a commensurate amount of time networking and building relationships
with referral sources, right?
In theory, yes. But we know there are many other things lawyers do
to position themselves in the marketplace. From your website, social media and blogging, to client communications, writing and speaking, all these activities are important because they build your name recog- nition.  e reason you spend time on these areas, is so that when you meet with someone, they are familiar with you and with your  rm.
So fast forward to the meetings you have on your calendar next week. Hopefully at least one will be with a current or prospective re- ferral source. I know – you’re busy with work and it’s hard to take the time to do even one networking meeting each week. But assuming you have committed to going, treat that meeting like any other you would attend, and prepare for it! Following are three steps to ensure your networking meetings are the best use of your time, and that the people you meet with will start actively referring clients to you.
ATTORNEY AT LAW MAGAZINE · MINNESOTA· VOL. 8 NO. 4 16


































































































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