Turn Calls/Inquiries into Signed Retainer
Agreements and Cash in the Bank… Remotely
Interviewer: For sure.
JW: Yeah.
Interviewer: So, how do referrals literally, come to you? Does a past client call you and say, “Hey, I’ve got someone that’s here to talk to you,” or does the referral itself call and say, “Hey, I’ve heard about you.”
JW: Well, more often than not, it’s the referral source. Either the person who’s been referred to me will call up or they’ll email and they say, “My friend said I should get in contact with you.” That’s the more usual situation, but also, I’ll get calls or emails from my past client, “I’ve given my friend or my coworker, my neighbor, your name and they should be calling you. Here’s a little bit about their story.” It comes in a variety of different ways.
Interviewer: When someone does that, do you want to thank them? How do you thank them?
JW: I send them a “Thank You” note. I want people to know that I really appreciate them thinking of me because “Thank You” is kind of a dying word in our society. But, you know, for me, someone went out of their way to give my name to another person, and that takes some time and takes some effort. So, to me, it’s my responsibility to just say, “Thank you. I appreciate the time and the effort that you put out to send your buddy in my direction.”
Interviewer: OK. How many referrals do you get? Do you get them mostly from past clients, or do you get more from leads and chiropractors and other professionals?
JW: You know what, I would say the better part of them come from past clients and people I’m helping out right now. That’s a good chunk of it, but there’s not an insignificant number that comes from other sources, medical people, body shop people, just people who get to know that there’s someone out there who can help a person who’s been injured in an accident, because they find out. They’re in the system, and they find out who’s doing a good job for their clients and who isn’t.
Interviewer: OK. That speaks even more to what you do.
JW: What’s that?
Interviewer: That speaks even more to what you do, you getting their business.
JW: Well, you know what? I like to think so. It’s just a by-product or a reflection on, hopefully, the fact that we go to the mat for our people.