Building strategic relationships by attending traditional networking functions will lead to client referrals provided that the lawyer is persistent and consistent with respect to his or her efforts. Keep in mind “Girard’s Rule of 250,” based upon observations made by sales expert Joe Girard. He noted that each of us has approximately 250 individuals in our life over which we can exercise influence with respect to opinions and experiences. This means that if an attorney connects with a particular referral source, that individual is in a position to refer to a significant number of people (in the range of 250). Of course, it is up to the attorney to properly communicate the firm’s key messages.
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