If a name pops out, the attorney should learn as much as they can about the nature of the problem, then request an introduction. If no offer is made to provide a name, the attorney should not chase after the name. Instead Maraia suggests that the attorney ask more questions about the problem and learn as much as he can. Then ask the source if they are comfortable giving the name. Again, this leaves the source with the control.
Marketers can especially help their attorneys with planning a follow up strategy.
Marketers should assist the attorneys by making sure they write an entry or tickler in their calendar with an exact date for calling. It is also important to script the first question to help jog the attorney's memory and increase the chances of following through. But, when it works, Maraia says the attorney is likely to experience a rush that they will never forget and might even decide to ask again. Mark founded his own practice development coaching firm nearly ten years ago and now spends most of his time developing the client relationship skills of lawyers throughout North America and Australia.