by Corporate Relations and Business Strategy Staff
This article offers guidance for tracking your client sources, concluding with tools you may download to assist with this important process.
Keeping track of how clients reach your practice provides vital data that can help guide marketing efforts to help you build a successful practice. A lot depends on your primary source(s) of clients:
If most of your referrals come via recommendations from current or former clients, you may want to find ways to facilitate those connections — such as continued contact with clients through print or electronic newsletters and making your promotional materials easily accessible by placing them in your waiting room.
If your referral stream comes primarily from colleagues or other professionals, make sure you keep in regular contact with those sources.
If you have placed advertisements in local media, handed out practice brochures, or taken out a listing in the yellow pages or other directory, be sure to keep track of which ones get results.
Similarly, identify any potential referral streams you are not tapping into — such as contacts made through public speaking engagements, community involvement or professional associations. Consider bolstering your efforts in those areas.