We all know that closing new business can be challenging in the best of times - especially for those who do not consider themselves to be engaged in "selling" during the new prospect consultation process.  We want to seize upon every possible advantage in helping prospects to choose to hire us.  For that reason, most business owners understand the value of generating referrals.

But what exactly IS a referral?  How can a lawyer build a sustainable practice that generates continuous referrals without spending all day every day "pound the pavement" to secure them?  Should we be paying for referrals?  If not, where should our referrals come from?  We discuss this and more with today's guest, Stacey Brown Randall.

Specifically, in this episode we discuss:

• Two things most prospects don’t have
• Personally connecting to a human
• Connection via email
• Needs identification to make proper referrals

• The difference between a referral, recommendation, testimonial, etc.

• Why paid referrals aborts consistency
• Having your client experience locked and loaded
• The three stages of client development and building referrals strategically through each process
• Your client “alumni” connection
• Knowing your referral sources- and making the most of them

• How referrals can help you stop selling

• Why waiting for referrals is NOT “the way” to generate referrals

• The biggest lies lawyers tell themselves about getting referrals

• The Growth By Referrals program - one on one and online

To reach Stacey, check out:

Phone: (704) 363-7151

Email: [email protected]

LinkedIn: /in/staceybrandall

Twitter: @staceybrandall

Facebook: /StaceyBrownRandall

Skype: StaceyBRandall

To learn more about Stacey's program, Growth By Referrals, visit https://www.staceybrownrandall.com/growthbyreferrals

Snip-Its

00:22:50

Stacey Brown Randall: Being intentional with the people who've already referred you to nurture a relationship with them and use the right language. Plant those referral seeds so they continue to refer you.

 

00:23:02

Stacey Brown Randall: What people don't realize is that someone who referred you once before actually shows a propensity maybe to refer you again in the future.

 

00:23:11

Stacey Brown Randall: There's lots of times it's one and done. They'll never refer you, again, but many, many times when they've done it once it's something they would be willing to do a second time. We just need to create the right environment for them.