TOP FIVE BEST PRACTICES FOR REFERRAL MARKETING Business Lawyers Network September 18 By Heidi S. Alexander, Esq. www.masslomap.org #1 Perfect Your Elevator Pitch #2 Engage with Other Professionals #3 Identify Your Referral Sources #4 Be Systematic #5 Stay Top of Mind BONUS: Template Marketing Platform goo.gl/IKbNnX .# Li ke. + Pi" '. ) "So everyone puts this in their email signature and voila! - marketing problem solved!" Heidi@masslomap.org @heidialexander 857.383.3250
~ -~ M~celal1eous ~ -~ PlatforITI~ ~-~ (~) Per~on~I/Profes.si~l'Ial -~ -~ ~- ~- ~- ~Dial-a-Lawyer (_~ ~ ~- ~- ~- -~ v a A I B I I I H I I L I N I I P I Q I R S I T U I W X C 0 I E F G I J K M Bar Associations Lawyers Groups Ancillary Professional Groups 1 Waltham Chamber a/ Waltham Girls So/tballleogue Boston Bar Association Massachusetts Collaborative Low CDuncl/ CDmmerce (1) New lawyers SectiOn -.- {12) Estate Planning Workin!: Group (15) Waltham Dodgers 3 (9) Family law Committee PlatformlPOI Content Strategll Platform/POI Content Strategy PlatformlPOI ConteT!! Stra!Cl&Y PlatformlPOI CO!ll!llll Strat~ 4 S (a) Personal/Professional ConverS<! (a) Build Relationships Over TIme (v) Personal/Professional Conversa (a) Build Relationships Over Time (p) Personal/Professional ConverS<! (a) Build Relationships Over TIme (X) Personal/Professional Conversa la) Build Relationships Over Time 6 ---+ ib) Professional Development Ib) Professional Development Ib) Professional Development (b) Professional Development r-y- (e) Develop Referral ArrZlngments (e) Develop Refemll Arr.1ngments (e) Develop Referral Arrangments Ie) Develop Referral Arrangments 7 Talk to Kelsey About Her Cousin's F/U w Steve re Potential Client @ F/U w Leslie re Potential Of Cauns ~ F/U wTeddvre Potential alent Ref - Bring Bats + Balls to Next Practice 9 (II) Section Homepage (a) Submit Relevant Blog Posts, as A FlU w Ron re Potential Client Refe FlU w Matilda re Potential Client R Submit 250 WDrd Post on New Leg (10) Planning Committee FlU w Judge re Potential Client Ref 10 Ask Ellie About Materials from PrOf 11 (2) Family law Section PlatformlPOI Conlent StrateCll Platform[POI Content Strategy Conversa (a) Build Relationships Over Time (0) Pro_gramming Committee (a) Build Relationships Over Time 12 13 {v'-Personal/ProfesSional Commun (a) Build Relationships Over TIme (b) ProfeSSional Development (b) Professional Development 14 fbI -Professional Development (e) Develop Referral Arrangments (cl Develop Referral Arrangments - - -- 15 (e) Develop Referral Arrangments Co-Chair 2/15 Meeting Thank Marissa for Recent Referral FlU w Jill re Potential Client @ Ne propose Networldng Event for Ne_ (13) Party Planning Commiitee 16 17 FlU w Riley re Potential Client @ 1\ Massochusetts NAELA Platform/POI Content Strate!l:a! (t) Personal/Professional Conversa (a) Build Relationships Over Ti;;;;-- 18 (6) Mentoring Circle (a) Target + Propose Group Topics (11) Website Committee -, I 19 Chair 2/20 MeetIng (0) Personal/Professional Conversa (a) Build Relationships-Over Time (b) Professional Development (3) Volunteer Lil\vyers Project (b) Professional Develo-pment (e) Develop Referral Arrangments 20 PlatformlPOI Content StratcRll (c) Develop Referral Arrangments Ask Angela About Plate Choices for 21 22 (£) Personal/Professional Commun (a) Build Relationships Over Time (a) Develop New Website Content FlU w Phyllis re Bakery Options for In) Content Subcommittee (bi Professional Development Submit Commlttee Description Dr. ...;!- --- Waltham Estate Planning Council r-zs -- 24 (el Develop Referral Arrangmcnts FlU w Edgar re Member List (14) New Professionals Group --- FlU w Charlie re Cousin's Case FlU w Henrietta re Web Designer C Content Strat.!reY - - .-I 26 (0 Onentatlon Committee (a) Orient t Train New Volunteers (41) Personal/Professional Convers;; (OIl Build Relationships Over Time 27 Introdua! Diana to Contacts (b) Professional Development (cl Develop Referral Arrangments 28 Mossachusetts Bar Association 29 (4) j:amily law Section Attend First Meeting 2/28 .- PlatformlPOI Content Strateg)( 30 --- -- 31 (Ill Personal/ProfeSSional Commun (a) Build Relationships Over Time - - 32 (b) Professional Development (c) Develop Referral Arrangments -- - 34 FlU w Tony, re Potential Client @ Inquire About Call for SubmissIons 4 -- --- 36 (5) Education Committee - 37 Platform/POI Content Strategy 38 (6) Personal/Professional Commun (a) Build RelationshIps Over Time J (b) Professional Development 39 40 (c) Develop Referral Arrangments (I) Family dw SubCommittee (a) Develop Relevant CLE 41 I-'-'----l Propose ru on New LegislatiDn - 43 -- 44 Platformi P01 Coment Strategy -- 4S (K) Occassional Volunteer (a) Assist Public Callers w/ Legal M, 46 Sign Up for Next Western MiiSSIlch 47 Women's Bar AssOCiation 48 (7) Solo + Small Firm Committee 49 PlatformlPQ! Content StrateRl/ - - 50 (A) Personal/ProfessIonal Conversa (a) Build Relationships Over Time 51 rs2 ---- I (b) Professional Development -- (c) Develop Referral Amlngments 53 ---- Propose Date for Next Fee Cirlce + - - - - - 54 (8) Gala Committee -- - - - 55 PlatformLEQ! Content Strat!!l:V - ---- 56 h!) Committee-Member (a) Plan + Promote Next Anr:u~1 Ev( -- 57 IFollow-Up w 3 PotentIal Donors BI I I
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