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8 Ways To Instantly Attract New Clients: FREE GUIDE
- Generating clients from your website
- Avoiding fatal mistakes
- Increasing your profits, instantly
- Referrals: simply and regularly.
- Much more
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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.
"I have met various consultants over the years and have always been cautious when engaging their services. However, the difference with Nick is that as a solicitor he really understands my business so that saves a lot of time. When you add to that his proven marketing experience and the fact that he consistently provides a high return on investment for my practice (ie wins me new instructions and new clients every single month) I have no hesitation in recommending him."
Robert Gray
Gray Hooper Holt Solicitors.
Legal Referrals
Referrals is always one of the topics most mentioned when I meet new solicitors. The question I often hear is "how can we meet new referrers of business and develop mutually beneficial relationships?
1. Who would you like to receive business from?
The first stage of this process, as with most marketing activities, is to define your targets. Which type of businesses could refer work to you? Which type of work do you need more referrals for? Who comes into contact with people or businesses who would be ideal clients for you?
If you are looking for conveyancing referrals an accident Claims Company is unlikely to be able to refer to you, but an IFA or an Estate Agent is better placed. Look at the businesses that already refer clients to you. Are there other businesses out there in the same sector that could also refer work to you? It should not take too long for you to realise which referrers could be most beneficial to your business.
2. Mutual Benefit?
Once you have defined your target referrers you need to think about the benefit they will receive by referring work to you. I often find this is where solicitors can struggle as it involves thinking about the other person's business and ensuring they will benefit at least as much as you do from a working relationship. One sided business relationships will never last.
The mutual benefit could be any one of or a combination of the following:
- Their clients receiving a special rate;
- Their clients receive a superior level of service;
- Reciprocal referrals (you must be able to deliver on this one. Many reciprocal relationships fail as only one party starts referring. In that case you might need to offer 3 with 4 below to balance the referrals); or
- A referral fee (a commercial reality these days and is widely used in a range of businesses).
3. How to meet your referrers?
Once you have defined your target referrers, you need to contact them. This is in fact the easy part but one that I know often proves the biggest stumbling block, although it really does not need to. If we return to point two we can make life a lot easier. You are offering something to a business which will cost them nothing and earn them potentially a lot (either through referral fees, increased client loyalty or reciprocal business). Therefore, you are offering something which will be of interest to your potential referrer.
All you need to do now is to tell them, it is really the easy part. You can do this by correspondence or on the telephone. Often the most straightforward approach is to pick up the telephone and ask for an appointment. However, this is normally quite an alien approach to solicitors and one that most do not feel comfortable with. Also, to ensure success, you will have to make on average 10 telephone calls to receive one appointment, so it is incredibly time consuming. Don't worry; this is one area where I can help.
Type in "telemarketing for solicitors" to Google and you will see Samson Consulting at the top of the list because it is a core service. Use an expert telemarketer to present you professionally and to ensure you achieve results.
4. The Meeting
This is where solicitors normally excel. All clients that I carry out telemarketing campaigns for have no problem selling themselves once they are in front of potential referrers. This is where you have the opportunity to extol the benefits to the referrer of working with your practice. Once you have been in front of a potential referrer you can safely expect to convert at least one in every three of those meetings into a future referrer of business to your firm. Yes it really is that easy.
5. Would you like more referrers for your legal practice?
If you would like more information please email info@samsonconsulting.co.uk or call us for a free no obligation discussion on 01275 855525.