Supercharge Your Referrals with Technology

Steve Matthews, online social networkingAccording to Steve Matthews and Reid F. Trautz, social networking sites are free services to connect to others through your existing relationships in order to obtain business referrals and build new alliances for future business.

"Know that every time you participate in your network you make small deposits into relationships in order to maintain them and have them grow," they said.

Reid Trautz"Becoming involved in social networks helps us manage our existing relationships and build new ones. Spending time through social networks is an investment in future business. Increasing communication is an important aspect of social networking -- more frequent, more varied to deepen your relationships. However, like so many marketing activities, many lawyers are loath to invest that time, preferring to “just be a lawyer.” Social networking is more fun and less drudgery, especially if you are not comfortable in face-to-face interactions."

  • Illustration: An often untapped source of quality referrals is an individual's past, and sometimes distant past: childhood friends, elementary and secondary school classmates. While most people will think to reconnect with University peers from their past, one of frequently told benefits of social networking is 'the excuse' to re-connect with people we've known in the early part of our lives. Interestingly, these bonds can be exceptionally strong; and can be especially beneficial when an individual comes from affluent background.
  • Illustration: If you represent businesses, use your social network connections to add more to your client roster. As part of your overall marketing efforts, identify businesses that you would like to represent and find the names of their top decision-makers. Then search for those names across social network websites (all of them provide this simple service), then find people in your own social network to help you get an introduction to the decision-makers.

Visit the LawMarketing Portal to read the 7 benefits of online social networking, and their take on LinkedIn, Facebook, MySpace, Legal OnRamp and Plaxo.