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Generate Your Own Legal Sales Team To Promote Your Practice
Would You Like a Sales Team of 1000 Promoting Your Practice Literally Overnight?
I was with a group of conveyancing solicitors recently (15 or so). Some have relied on bulk work for quite some time but then realised that if you lose a referrer you lose a lot of clients (and maybe staff) overnight. There was also the realisation that it is not the most profitable work. A lot of them now try lots of different methods to bring in new work, some from schemes and some from independent initiatives. I know from my own experience that many different methods are the only way to attract regular enquiries. It is only when you put them all together that you get significant and regular results.
One of the firms present follows one of my favourite methods of marketing, referral marketing. Every client who refers a new client to them receives £100. They tell the new client this and say that the same will happen to them if they refer new business to them. For those of you thinking "I don't like that, it's a bit crude", think about it for a moment. If you advertise you are paying for your clients. If you are part of a referral scheme where you pay a fee you are paying for your clients. By having an office with a shop front you are paying for your clients. If you explain to your client that you would rather give the money to them than the local newspaper, it is an easy point to get across and already the client is sold on how different you are from most solicitors.
The Result!
Suddenly instead of a team of 5 fee earners potentially promoting the firm, you have every client promoting your services, 100's of them. If you extend the scheme to your staff (support staff not fee earners as they should be obtaining work for your practice anyway - if they are not, ask about Samson Consulting's "Killer Networking Course for Solicitors") you have an even larger sales team. Think how many clients you have acted for in the past year, across your whole practice, it must be 100's/1000s who could all be out there selling for you. So overnight you can go from a potential sales team of 5 to a sales team of 1000!
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Would You Like Results For Your Legal Practice?
Please call me for a free no obligation discussion on 01275 855525 or complete my free enquiry form and I will be in touch with you. Nick Jervis, Solicitor (non-practising).