The Art Of Asking: Leveraging Your Contacts For Referrals

We all know that growing existing client relationships is easier than landing a brand-new client. But we don't often translate that theory into leveraging those existing relationships for introductions to new business.

For example, when a matter wraps favorably — whether it be a complex transaction, litigation or even compliance audit — a client may say something like, "Thank you so much; you have been wonderful to work with. Please let me know if there is anything I can do for you," to which their counsel will respond with something lovely like, "Of course! It was a pleasure."

And then the conversation ends.

But what if you took that opportunity to ask for a referral? And, what if you did that every time you had that kind of conversation? And, what if you did that not just with your clients, but with others in your network?

Think of all the new business opportunities you could have by asking just that one question.

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