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"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.
Hot Topics
Legal Services Act Reforms
David Clementi/Carter
De-Regulation (David Clementi as it was) - the changes and protecting your legal practice against the impact of Tesco Law.
Personal Injury Solicitors looking for leads, please see: Loyalty Law
Solicitors should always be the preferred choice for provision of legal services. However, solicitors need to embrace basic marketing practices now to capitalise on the increased use of legal services that will follow from large retailers entering the legal market. As when Claims Direct and TAG entered the claims market and accident victims were made more aware of their right to claim, so the same increase in public awareness will be true when the retailers promote other legal services.
What will the retailers do better than a solicitor? Look at how the supermarkets now deal with their customers, and implement some of their techniques into your practice.
For instance if you enter a supermarket, you would have to be extremely short sighted not to notice that they also can provide you with a credit card, car insurance, mobile phones and loans to name but a few of their additional services. When a client enters your practice, do they know that as well as helping them to move house you can also write their will, look after their accident claim, and introduce them to a mortgage provider? In a lot of cases the answer sadly is no.
You should apply sound lecture techniques to your clients:
- Shout what you can do from the rooftops
- Do it well
- Tell your clients you have done it well
- Ask your clients to tell their friends and colleagues
This is very basic marketing but highly effective.
The other aspect the retailers will excel in is keeping in touch with their customers/clients. If you go into a supermarket this week but not for another three months, will you receive some communication from the supermarket? Yes, of course you will, either in the form of an email, a voucher, a credit card statement or some other form of advertising. Can the same be said of a client who uses your services this month but not again for another three months? Keep in touch. The least you should do is a quarterly newsletter by email or post. If the content is useful you will be helping your clients and alerting them to the other services you offer.
Act now and protect your future income.