In this episode, Steve Fretzin and Joanne Black discuss:
- The challenges and misconceptions around asking for referrals
- How language and specificity shape successful client introductions
- The role of accountability, systems, and consistency in business development
- Building stronger client relationships through follow-up, gratitude, and personal touches
Key Takeaways:
- Asking vague questions like “if you know anybody” rarely works, because clients don’t know where to start, so the key is to guide them back to the original problem you solved for them, and then ask who else they know facing a similar situation.
- A referral isn’t just a name tossed over email—it works best when the referrer is given the right language, context, and a short, business-focused reason for the introduction so that the new contact immediately understands the value of meeting with you.
- When a referred contact goes silent or “ghosts,” the most effective strategy is to circle back to the person who made the introduction, ask for clarity, and if necessary, use a polite but direct subject line like “referrals on hold?” to spark closure or next steps.
- Referrals are sustained not just by doing great work but also by building ongoing trust and goodwill through systems of accountability, consistent follow-up, and thoughtful personal touches like handwritten thank-you notes that make clients eager to refer again.
"Asking for help is the strongest thing you can do." — Joanne Black
Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.
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Episode References:
Atomic Habits by James Clear: https://www.amazon.com/Atomic-Habits-Proven-Build-Break/dp/0735211299
About Joanne Black: Joanne Black is America's leading authority on referral selling. (She's not bragging—her publisher gave her that moniker, and she's taking it.) Some of Joanne’s views are contrarian and, in the established school of traditional business, considered heretical thinking. But for Joanne Black and her clients, the only smart approach to client acquisition is referral selling.
“Your clients can be your biggest competitive advantage,” she says. “They will be thrilled to refer you. Having your clients advocate for you is your strongest form of client acquisition and retention.”
She works with sales leaders and their teams to drive revenue with referrals. In particular, she works with attorneys who want and need to grow their practice, but don't want to sell.
Connect with Joanne Black:
Website: https://www.nomorecoldcalling.com/
Email: joanne@nomorecoldcalling.com
LinkedIn: https://www.linkedin.com/in/joanneblackreferralsales/
Connect with Steve Fretzin:
LinkedIn: Steve Fretzin
Twitter: @stevefretzin
Instagram: @fretzinsteve
Facebook: Fretzin, Inc.
Website: Fretzin.com
Email: Steve@Fretzin.com
Book: Legal Business Development Isn't Rocket Science and more!
YouTube: Steve Fretzin
Call Steve directly at 847-602-6911
Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.
