My Best Prospect Pick-Up Line

Engaging a Prospective Attorney for Referrals

In this article, the author shares what “pick-up line” works best for him to get attorneys to refer work.

I have a “pick-up line” that works almost every time with new referral sources, particularly attorneys. Want to hear what it is? Before I tell you, let’s first talk about what referral sources, like attorneys, are up against so you can see why this pick-up line works.

The Resistance You Must Overcome

You’ve heard about the know, like, and trust thing, right? That people do business with people they know, like, and trust. Look at that from an attorney’s perspective … an attorney you hope to start a new working relationship with.

First, the attorney had to fill the know, like, and trust buckets with the people who became her clients. Now, you come along. And not only are you asking the attorney to trust you, but you are also asking her to give you the trust her clients gave her. If the attorney has never worked with you, can you see why there would be resistance?

So, Here’s the Pick-Up Line

And that’s why my pick-up line works. I look at the attorney and say:

I am not asking to start with your best clients. I am asking for a shot to work with “a” client so that I can show you the kind of work I am capable of doing.

Presto. The attorney can let her guard down. Because the inference is that you are only asking to work with her lower-risk B- and C-list clients … lower risk meaning less of a chance of her losing a valuable A-list client because she put her trust in you, and you later screw up.

Why this Matters

Time and time again, I’ve found this line greases the wheel to get new referral sources to give me the opportunity I’m jonesing for.

Of course, then, I have the obligation to produce work that would satisfy one of the attorney’s A-list clients. And I work my butt off to make sure that happens.

What do you think? Would this pick-up line work for you?

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I help BVFLS professionals turn the practices they have into the practices they want—by focusing on strategies and tactics to help them better market, sell, and deliver their services—with an assist from AI. If you want some help with that, e-mail me at rod@rodburkert.com.