PART 4 MAINTAINING & GROWING REFERRAL RELATIONSHIPS PART 4: - PowerPoint PPT Presentation

PART 4 MAINTAINING & GROWING REFERRAL RELATIONSHIPS

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS Marketing IMMIGRATION EVALUATIONS MAINTAINING A REFERRAL RELATIONSHIP Nurture the relationship - our specialty! Not just a one-time for referrals Help out as needed • Referral source • Consider offering pro-bono cases • Consult on cases

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS Marketing IMMIGRATION EVALUATIONS PARETO PRINCIPLE Vilfredo Pareto • Italian economist • Noticed that 80% of the peas came from only 20% of the plants in his garden • In 1906, applied to principle to economics: 80% of land was owned by 20% of the people

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS Marketing IMMIGRATION EVALUATIONS PARETO PRINCIPLE 80% of effects come from 20% of causes Examples • 20% of drivers cause 80% of all traffic accidents • 80% of the time, you wear only 20% of the shoes you own • 80% of work is done by 20% of the staff Not always exactly 80/20 80% of referrals will come from 20% of your referral sources

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS Marketing IMMIGRATION EVALUATIONS 80/20 RULE IN ACTION • Clients were referred by 20 different lawyers • 75% of referrals came from 5 lawyers (25 %) • 40% of referrals came from only 2 lawyers • Tracking is essential • Focus attention on those top referral sources

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS Marketing IMMIGRATION EVALUATIONS PROMOTIONAL MATERIALS • Long-lasting • Bring to events • Send or give out to lawyers, paralegals & others • How many people in the office? - be sure to send enough for everyone

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS Marketing IMMIGRATION EVALUATIONS PROMOTIONAL MATERIALS Follow the 3 U rule • Useful • Unique • YoU

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS Marketing IMMIGRATION EVALUATIONS USEFUL PROMOTIONAL MATERIALS • Practical • Used frequently • Keep you top of mind at the office

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS Marketing IMMIGRATION EVALUATIONS USEFUL PROMOTIONAL MATERIALS • More than just a one-time use • Relevant • Variety of price points • Look at daily-use items • Consider where your name/logo will look best • Useful & unique?

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS Marketing IMMIGRATION EVALUATIONS USEFUL EXAMPLE • Mini notebook - style matched the company • Practical right away • Easy to carry and lightweight

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS Marketing IMMIGRATION EVALUATIONS “PRESCRIPTION PAD” • Referral form • Checklist that a lawyer can quickly fill out with important client information • Lawyer gives to client & client brings it to their appointment • Facilitates communication between lawyer and therapist • Avoids back-and-forth calls and emails

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS Marketing IMMIGRATION EVALUATIONS “PRESCRIPTION PAD” FOR LAWYERS Your name & contact info on top Space for client’s name Boxes that attorney checks off • Type of case • Hardship to: ____________ • One year issue (for asylum cases) • Deadlines for filing or court dates Additional notes See sample in the downloads

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS Marketing IMMIGRATION EVALUATIONS UNIQUE PROMOTIONAL MATERIALS • Think beyond the pens, magnets, notepads • Memorable • Something that only you offer • Almost anything can become a promotional material - think outside the box

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS Marketing IMMIGRATION EVALUATIONS UNIQUE EXAMPLE Play-dough for adults with essential oils Can customize scent, color, label, etc. Dough for it on Etsy - https://www.etsy.com/shop/DoughForIt

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS Marketing IMMIGRATION EVALUATIONS OTHER UNIQUE IDEAS Send Thanksgiving cards vs. holiday cards in December Celebrate lawyer & immigration holidays • Love your lawyer day • Paralegal day • World refugee day Personalized gift cards or baskets • Know your lawyers’ likes and interests (fitness, cheese lover, dog owner, etc.) • Be sure to send enough for everyone Sources • Etsy • Shop Latinx

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS Marketing IMMIGRATION EVALUATIONS YOU PROMOTIONAL MATERIALS • Put your name and info on everything • Don’t forget who sent it • Courtesy of…

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS Marketing IMMIGRATION EVALUATIONS WRAPPING UP • Setting fees • Expedited fees • Referrals from attorneys • Referrals from other sources • AILA • Promotional materials • Nurturing relationships with referral sources

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS Marketing IMMIGRATION EVALUATIONS STAY IN TOUCH • Email - hello@immigrationevaltraining.com • Blog at immigrationevaluationinstitute.com • Instagram - cecilia.racine • Private Facebook group Immigration evaluation therapists https://www.facebook.com/groups/ immigrationevaluations/ • Private case consultation

THANK YOU!