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Testimonials

We have never once regretted having Nick as our marketing consultant. He is just brilliant at thinking out of the box and making us do the same. We decided very early on that we just had to trust him because we are lawyers and not so good at selling things!

Nick is enthusiastic and extremely pro active which is infectious and makes us want to excel at attracting the clients we really want.

He is now an integral and indispensable part of our team.

Julie Glynn, Partner, Glynns Solicitors.

"Since we have involved Nick in marketing there has been a transformation in our practice. Whilst previously we had plodded along for 10 years picking up all sorts of work via word of mouth and local networking , thanks to Nick we now have focus and are attracting the sort of work and clients that we want on a daily basis. Nick is innovative and proactive. He doesn't believe in putting off until tomorrow anything that can be done today. He is results oriented and we can already, after a relatively short period of time, see results"

Jenny Batchelor, Batchelor Myddelton Solicitors.

"When I started receiving Nick’s advice on pay per click advertising, I followed some of it [with a considerable degree of success] but really didn't think it was necessary to follow it all. Well, not for the 1st time, I have had to eat my words. In the last year or so I have mended my ways and now follow Nick’s advice to the letter. The statistics speak for themselves."

"In the period 19/6/10 to 18/7/10 my monthly pay per click campaign cost me £1,831.58 [that’s 735 clicks at an average of £2.49 each]. I thought that was pretty good. However, since taking on all of Nick's advice, the identical period this year saw a massive improvement in broadly identical campaigns – 1,078 clicks at an average of just £1.64 each, totalling £1,764.77."

"So not only have I saved myself over £50 every month, but I also get almost 50% more clicks! That's what I call a result – well done Nick!"

Tim Bishop, Managing Director, Bonallack And Bishop Solicitors Salisbury

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Free Of Charge Marketing For Your Solicitors Practice?

How To Make More Profits Without Spending More On Marketing

With a recession historically solicitors immediately reach for the "off" buttons on their legal marketing spend. Whilst as a marketing consultant I cannot of course endorse this, I can at least give you a helping hand with a tip where you can increase your profits without increasing your marketing spend. Interested?

One of the first questions I normally hear when speaking to a new law firm is:

"How Can I Get More New Clients?"

The problem with this question is that it is normally completely the wrong place to start from. It is like asking for directions from a wily local only to be told "Well if I were going there I wouldn't start from here".

Unlike the wily local, please allow me to at least explain where you should start from. How well are you converting the leads that are already coming into your legal practice? Are you doing absolutely everything within your powers to turn new enquiries into new clients, or are you doing what you always have done without reviewing how successful you are?

Fix the leaking bucket before you put more water into it.

It is always helpful to step back from what is in front of our eyes to really understand a problem. Therefore, let us look at a leaking bucket. If you keep pouring water into a leaking bucket you will never be able to fill it up; as fast as you can pour the water in, at the same speed it is pouring out of the bucket. If you take a little time and effort to plug the holes in the bucket, then you can fill it to your hearts content.

Countless times I have seen solicitors with huge holes in their marketing bucket. Whilst they might only need 10 or 20 new instructions a month to be very profitable, they might need 50 incoming leads to result in this many new instructions. If only you take the time to look at your client capture process and fill all of the holes in it then you will be amazed at the results. You may not need to spend anymore money on marketing your practice because you may already be generating sufficient leads with your current activities.

This is best explained by looking at an example:

If you need 10 new instructions for one of your fee earners every month for him or her to be profitable, how many new enquires do you need each month?

If we work on a a 40% conversion rate, to secure those 10 new instructions you will need at least 25 leads (ie 25x 40% = 10).

However, if you work hard on improving and, dare I say it, "streamlining" your client capture process, the number of new enquiries that you need to generate can be decreased significantly. If you can make small tweaks to your system to improve your conversion rate to 60%, suddenly you will only need 17 new leads to generate your 10 new client instructions per month.

If you are aware of your lead acquisition cost (ie the cost of your marketing divided by your number of leads generated) then you can see how much money this will save you every month. If it costs you £50 to generate each lead (and this is quite a conservative figure) then by improving your conversion rate to 60% you now only need 17 enquiries instead of 25. That is at least £400 a month saved, or more importantly, with those extra 8 enquiries you will generate 4.8 new instructions.

Most important of all, this process improvement has cost you nothing but achieved a lot.

So how can you improve your client capture process to generate these new instructions?

Here are some simple steps you can take to improve your client capture

Answer the telephone promptly. In the day and age of the internet, speed is of the essence.
Ensure you transfer the prospect to the correct fee earner promptly (this means both the fee earner and the receptionist understanding the importance of this process)
Take the time to listen to your clients requirements. What matters to them, what hurts or worries them? Usually solicitors are far too keen to discuss costs without listening to the prospects needs. This is a big mistake
Sell the benefits of using your legal practice over and above your competitors (relating this to your client's needs)
Follow up by confirming your advice/pricing in writing (ensure you get your brand in their hand)
Telephone to ensure safe receipt of the letter and ensure that all of the prospects questions have been answered
Measure the improvements, then keep tweaking the process and keep measuring!

I hope I have explained and clarified why it is so important that you spend some time looking at your client capture process and improving it. In tighter times, you must do all that you can with the leads you are generating. People are still moving house, just less people, but if you improve your conversion rates, less people can still keep you profitable. In good times we tend to get lazy. Now we are in leaner times, tighten up your processes and keep the profits!

Would You Like More Advice Like This?

To discover what small steps you can instantly take to bring new clients to your law firm and to increase your profits please complete your details below to receive my free guide: "8 Ways To Instantly Increase Your Profits!". The guide covers the following vital matters for you:

the fatal mistakes most solicitors make with their advertising along with a formula to use to correct them;
how to finally find out what is working for you so you can do more of what works and stop doing what is not working;
the best form of marketing for solicitors (and you will be pleased to hear it does not involve spending thousands of pounds);
how to make more of your free advertising space (your premises);
Website marketing - what you are missing and how can you improve;
creating your army of salesmen for your services; and
the one tip that could instantly increase your profits with NO COST whatsoever

I will not sell or pass on your email address, ever.
Nick Jervis, Solicitor (non-practising).

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