Sales Advice For Solicitors. Sell More Legal Services To Clients

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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.

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Sales Advice For Solicitors

Make Special Offers To Sell More Legal Services

Most businesses make offers to their clients to generate additional income or motivate loyalty. Solicitors need not be an exception. Whilst it is not so easy to discount legal fees as it is a bottle of milk, you can make some enticing offers to encourage clients to instruct you.

It is 10 times easier to sell to existing clients than it is to recruit new ones, yet more often than not I see solicitors only trying to attract new business. Motivating your existing clients to instruct you again is an excellent way of increasing your profits, something that always excites me!

What Format Should The Offer Take?

There are many different ways you can motivate clients to act, it does not always have to be financial motivation although often that is the easiest method. The important point is to keep in contact with your clients and to advise them of the range of services available to them from your legal practice. Here are some ideas, but do take some time to consider what would work for your business:

This month a particularly relevant offer could have been "Free Enduring Power of Attorney With Every Will This Month". If you charge a reasonable sum for your wills, this would have generated a good rush of business. If you are still charging a nominal sum you need to increase your prices (see "Grow Your Profits").
"25% Discount If You Make A Will Before Completing Your House Move". (Using client friendly language is always important so avoiding "conveyancing" is always a good idea).
For business services, you could make a fixed price offer to new businesses to draft employment contracts, terms and conditions etc. New businesses need certainty of pricing and if they are impressed with your services their will be many more instructions to come your way (if you keep in touch).

These are only a few ideas, but it is essential that you consider what would work for your business and your clients.

What Format Should The Offers Take?

Any offer made does not have to cost substantially. If you collect email addresses you can make instant offers free of charge (excluding your time). If you are not collecting email addresses, start now, even if you only store them in an excel spreadsheet). You can also make offers in a letter, or if you do have some budget you can create some postcards to be sent back if there is interest in your offer. The format is not the important part although it can improve the responses you receive, but making the effort is key.

Can I Help?

If you would some help with any marketing initiatives please email info@samsonconsulting.co.uk or call me for a free no obligation discussion on 01275 855525.