Why You Object to Asking for Referrals – and Why You are Wrong

Legal nurse consultants who don’t understand the value of asking for referrals to attorneys come up with these excuses. Here’s why they are wrong:

1. I don’t know anyone who knows attorneys

Anyone in your life may know attorneys. You don’t know who they know unless you ask. One of my coaching clients had a few minutes before she got called into seeing the dentist. As she talked to the dentist’s receptionist, she learned that the receptionist had a relative who was an attorney who handled medical cases. A man waiting in the reception area overheard the conversation. He volunteered that he knew an attorney – two leads based on one conversation. Not bad.

At one point in my life I went through training to sell skin care products. One of the concepts we were repeatedly told was, “Talk to people. Talk to people. And talk to people.” You won’t find out about your contacts’ connections with attorneys unless you speak about what you do.

2. I just moved to a new area and I don’t know anyone

Make a list of all the people who you do know from your previous location. Join a networking group and start meeting people in your local area. Join a church or civic group. Stick around after the event and talk to people. Be friendly. Focus on them; they’ll ask you about you and your business.

3. It feels uncomfortable to be asking for referrals or introductions to an attorney

Sure, it does, and it takes practice and experience, which you won’t get if you don’t try. In 1987, after I did my first case as an expert witness, I asked my defense client if he would give me the names of 10 attorneys I could contact to introduce myself. Sure, I set my sights high, not knowing that 10 was a large number to ask for. To my eternal gratitude, he gave me the names of 10 attorneys, who I contacted. I got work from some of them – for the next 25 years. Was it worthwhile asking my first client for referrals? You bet.

4. Successful people don’t ask for work

Have you ever looked at a newspaper written for attorneys? I recommend you subscribe, primarily to learn about the issues affecting attorneys and to identify the people winning cases. When you flip through an attorney newspaper, you will see prominent attorneys asking for referrals. For example, it is common for medical malpractice firms to solicit cases from attorneys who are not specialized in these cases. If they can do it so can you.

5. I don’t want to ask for a favor

You are not imposing on people; you’re giving them an opportunity to help you. Do you enjoy helping someone? In the same way, your contacts will be glad to refer you if they know you, trust you, and believe you can help people they know. If you perform well, your contact will be delighted to keep recommending you to attorneys. Your excellent services make your referral sources look and feel good. Asking for referrals will build your business.

Patricia Iyer MSN RN LNCC shared more tips about referrals as a source for business during her free webinar: “Get More Clients and Leave Your Competitors in the Dust”. Request the replay at this link. Sign up here.