It is often a quiet time of year as people prepare for Christmas, but there is still action that you can take to generate some immediate new enquiries. The good thing too is that this does not have to be difficult.
The people most likely to buy your services from you now are your past or existing clients. When did you last ask them to use your practice again for more legal services?
There are so many ways to generate more enquiries from your clients, yet so often this way of increasing instructions is left largely untouched and untapped by solicitors.
The easiest way is to ask your clients if they need anymore help. Now I know many solicitors believe that you should not have to ask for work. I heard recently about one firm who after many successful years had to close and make all of their staff redundant (a considerable number of them). The sad part is that they had asked for marketing help some months before but felt that any action they took to ask for work would be too ‘pushy’, so they decided to do nothing. They are now closed. The whole world of professional services (and every business) has changed.
You cannot any longer fight this, but have to learn to be more pro-active in generating client enquiries. If you remember the mantra: SERVE DON’T SELL, you can still ask for more work without hard selling any of your clients. In other words you can keep your professional air as the same time as staying in business.
The question you need to ask your clients is:
"Is there anything else I can help you with?"
This should be asked at the end of some client telephone calls or meetings should be followed by silence but is often then met with "Well actually I have………"
Try it, it works and is not pushy. Why would you not want to help your clients more?
For 119 methods to instantly use to generate new instructions from existing clients and referrers, with detailed instructions on how to implement them, reserve your Cross Selling and Referrals ToolKit before 23rd December when the price increases:
Thanks for reminding us all. It’s ridiculously simple, easy to do and almost always overlooked. Just ask for the work. It’s a lesson I am only now beginning to appreciate — and already it’s producing work. It’s so basic — if you don’t ask — you don’t get.