I always say if you are not selling enough of your legal services and you think it is solely down to pricing, you are wrong. It might be due to poor or inconsistent marketing, lack of applied thought or effort to the sales process, or general disinterest in sales, but it is not about your price.
It is always helpful when evidence supports my argument, so I was pleased to see that a UK survey by the American Express Global Customer Service Barometer confirmed that 61% of those surveyed said they would be prepared to pay more for excellent customer service.
Perhaps more importantly for High Street Solicitors, 81% said they believed that locally owned businesses provided the best customer service experience. So if you were scared of Quality Solicitors, Co-Op Legal Services or any of the newcomers, you can now rest easy. Well, almost.
Put in place marketing processes and systems to communicate with old and new clients consistently, and you will produce all of the clients you want and need AND be able to sell your services at the prices that you want to achieve for them.
Do you agree? Please leave your comments at the foot of the page and I WILL answer them personally.
Author: Nick Jervis