Gorilla firms are the big gun law firms-the ones with the seemingly endless advertising budget. They are the ones that can afford to run endless TV ads in YOUR market. It can be frustrating to see them blow into your market, knowing you are now suddenly competing against a massive competitor, with brand recognition and seemingly limitless dollars to spend on advertising.
Fortunately, you still have some very important aces in the hole here! First off, people still hire the lawyer that they know, like, and trust. Most people still value RELATIONSHIPs when it comes to hiring decisions. So, to compete with these big guns, you need to foster, develop and sustain the relationships you already have with your clients and prior clients. There is no substitute for the power of the referral.
Your ideal client will usually hire someone their friends or family PERSONALLY RECOMMENDS over someone they see on TV. It’s the known vs. the unknown factor.
So first off, are you operating the kind of law firm that develops raving fans? (For more on what this means, and how it can play out in your own firm, just call or email us, and we’ll send you a complimentary copy of my book, Under Promise, Over Deliver.)
Second, are you fostering an ONGOING RELATIONSHIP with your current and past clients so that you are staying ever present in your clients’ minds through personal touches like monthly newsletters? Don’t think for a moment that just because you landed Mr. Smith a great settlement, that he will automatically remember you and tell all his friends about you. I mean, it would be fantastic IF he did, but reality tells us otherwise. In order to stay on someone’s mind, you need to continue to reach out to them. This is just the tip of the iceberg— There are many GREAT STRATEGIES FOR DEVELOPING REFERRAL SYSTEMS- systems that will let you compete against the big guns and WIN even when you aren’t operating with a big gun budget!
Building Winning Referral Strategies is just One of the 60 Presentations at this year’s 2019 PILMMA Super Summit, June 23-25 at the Ritz Carlton in New Orleans. If you’d like to hear the personal strategies that Real Lawyers have used to successfully grow their law practices and compete with the gorilla firms, THIS IS THE TIME AND PLACE TO LEARN!!!!
Although the room block has almost sold out, there are STILL SEATS available for the Summit and we’d love to see you there! For more info and to register, just go to www.pilmma.org/supersummit!
