I’m asked everyday to make a referral. As Director of the Small Business Development Center, I offer to help find resources that can fit the persons needs, and do not recommend any particular law firm, CPA, bank or whatever.
However, the next question invariably is “who have you worked with?” And I always answer honestly. I try to explain why the particular firm was right for me – leading them to the opportunity of discovering their own perfect match.
The great thing about living in Minnesota is we are simply too connected and too small to allow bad firms to exist for very long.
My father taught me this lesson when we moved to the town of Austin from Chicago in the late 70′s. “You see, son” he said, usually with his eyes closed, “If you are a crappy plumber in Chicago, there are plenty of strangers that will call you, and you can stay in business. Here in a small town, everyone talks to each other – if you ripped someone off in this town, you’d be out of business in a few weeks.”
I know I sound a bit ingenuous when I tell clients that all the law firms in our area are good – but it is true! I’ve never heard a horror story about any of them. The fact is, we are too well connected, and live in a world where bad news travels faster than the speed of light. If there was a “bad firm” out there, we would have heard about them.
Of course, this leads to a particular challenge for the new company in town. And, a big part of my business is helping the “new guy/gal on the block.” The good news is there are some tips and strategies to overcome the initial suspicion that exists, and to create your own network of satisfied customers very quickly.
Bad mouthing the competition is rarely a good marketing plan.
Amplifying the voices of your most satisfied customers is always a good strategy.
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