In my last video, I talked about why LinkedIn Recommendations are useful for lawyers and covered the mechanics of asking for them. But I know that some lawyers are just uncomfortable asking for recommendations. They don’t want to appear to “salesy” or to diminish their professionalism.
There are ways to approach clients for recommendations or testimonials that aren’t pushy or overly promotional. The most important thing is to be genuine. If you truly believe that you have helped this client and that you can provide value to others with the services you provide, and you approach asking for recommendations with that attitude, it may be less uncomfortable.
By far the easiest way to ask for a LinkedIn Recommendation is to do it when a client says thank you or otherwise expresses appreciation for what you have done for them. An appreciative client will always be happy to spread the word about the good work that you do.
Tell the client you were happy to help them, and then ask if they can help you reach others in a similar situation by writing a Recommendation for you on LinkedIn. You can send them a link in an email or simply tell them that you’ll send a recommendation request and that they should look out for it in their LinkedIn account.
But you don’t have to wait for a client to say thank you before you ask for a recommendation. Y ou can make recommendations a part of your regular process. Build a procedure that automatically triggers a request for a recommendation at the end of every client engagement. You can make it a part of your closing documents or email including the link and instructions, or just add to your file closing checklist to hop on LinkedIn and send that recommendation request.
If the client is an ongoing client with no specific end to their engagement, such as a client you perform outside general counsel services for, you could ask for a recommendation every so often, for example at the end of the year, at the completion of a big project, or in conjunction with a certain event every year.
Say something like, “It was a pleasure working with you. Thank you for choosing me to help you with … I have found that potential clients like to read about what it was like to work with me, so I would be grateful if you would be willing to leave a recommendation on my LinkedIn profile.” You can leave instructions right then and there about how to do so and tell them you’ll be sending a request, or wait for the client to respond that they are willing to do it and then send them a recommendation request.
As always, you’ll want to check your jurisdiction’s ethical rules with respect to recommendations and testimonials, and review any LinkedIn recommendations you receive before you post them to make sure that they do not contain prohibited language. If they do, you can always ask your client to revise the recommendation before you post it. And if your practice area doesn’t lend itself to client recommendations with a name attached, you can use these techniques to ask a client for a testimonial that you can post on your website without their name attached.
Be sure to follow up with a thank you after the client leaves you a recommendation!
For more LinkedIn video tips see below:
- How Much Should Lawyers Charge?
- Are You Distracted at Work? Close Those Open Loops!
- Choosing the Right Time for Focused Work
- Are You the Source of Your Interruptions? [video]
- Sticking to Your Communications Policies [video]
- Stop Co-Worker Interruptions [video]
- Avoiding Unplanned Phone Calls [video]
- Handling Client Interruptions [video]
- Eliminate Interruptions: The Interruptions Log [video]
- How Training Benefits Your Firm [video]