Cross Selling Legal Services: Two ways for solicitors to cross sell legal services

I had my haircut for the first time since lockdown last week.

I had it cut twice during lockdown, once when I let my 18 year old son do it, the other time when I did it myself. Neither provided a great result, so it was good to get it done properly.

Whilst at the barbers I was impressed with a really simple idea; they were selling fresh flowers!Cross Selling Legal Services: Two ways for solicitors to cross sell legal services

They have a steady stream of potential flower buyers coming through their shop every day, and they are now meeting their needs. The barber makes a small commission but, more importantly, the customer can kill two birds with one stone.

In normal times this barbershop also provides you with a fresh cup of coffee I am advised, but this is temporarily curtailed due to lockdown.

I will definitely be going back; coffee, flowers and a trim, what is not to like. They have made my life easier and bought my loyalty.

This leads me to two questions.

1. What else do your clients buy that you could easily introduce them to?

What can you do to make your clients’ lives easier?

If you are a business solicitor is it an accountant or an IFA?

If you are a conveyancing solicitor do you have a relationship with a removal company or interior designers?

I know many solicitors feel they don’t want to be seen to be pushing their clients to use certain providers, but I know having spoken with many clients and being one myself, if you can find me someone that you recommend who makes my life a lot easier, then I am all for that.

2. Who else has your ideal clients?

Who else has your ideal clients so that your flowers (legal services) can be sold to them?

This is the flip of number one above.

In an ideal world, reciprocation wins.

You refer to other businesses and they refer new clients back to you.

I speak with dozens of solicitors who generate a lot of referrals. However, when I ask them precisely how many and who refers the most business, they are not sure. You must be sure, so track those numbers if you receive referrals.

When I then ask them how many times they approach new potential referral partners, they usually say ‘never’.

You should, regularly.

I have a full LinkedIn Referral Marketing Plan inside Marketing4Solicitors, Blueprint Number 9.

It shows you how to maximise your profile, then how to find potential referral partners, connect with them, then communicate consistently with them to generate more referrals into your business.

If you would like more referrals, you can join Marketing4Solicitors right now – here://www.marketing4solicitors.co.uk/join-now/

 

Tim Bishop

As the owner of a small to medium-sized law firm, I have found that Samson Consulting’s Marketing4Solicitors monthly newsletter has proved absolutely invaluable throughout the last three years or so. Of all the marketing advice I’ve had over the years, this has proved by far the best value – bringing us tens of thousand of pounds of extra work every year.

One of the best tricks Nick Jervis [who owns Samson Consulting] uses, is not only to identify the kind of marketing actions a small or medium-sized business can take themselves, but he also explains why it works and most importantly then takes you through, step-by-step exactly what you need to do. As someone who is passionate about growing my business, I really look forward to receiving Nick’s excellent newsletter every month.

It’s worth pointing out that initially I was sceptical about his promises – so many marketing businesses promise the earth. But within a couple of months I was absolutely convinced he was right and I have been hooked ever since.

I recommend Nick Jervis and Samson Consulting without any hesitation whatsoever.

Chris Thomas

As usual with Nick he was super informative and helpful and gave me some very good tips for me to go forward with. He exudes positivity and makes dealing with him a pleasure. Also gave me a steer in helping two other contacts I have who may be able to use his services

Claire Johnson

Nick is a fountain of knowledge, tried and tested personally. He has that rare gift of not making you feel daft for asking any question. After our consultation I felt far less like a rabbit in the headlights and far more empowered to climb the marketing mountain successfully.

Imran Ali

I have been working with Nick Jervis for well over a year now.

I am a subscriber to the Marketing for Solicitors Service which has taught me integral techniques and tricks of the trade to grow my firm.

I can honestly say that Nick Jervis taught me a number of techniques that I would not ordinarily have thought of.

I feel that Nick Jervis is essential if you are serious about growing your business.

I would recommend his services to anyone who is serious about growing their firm.

I feel that Nick has totally transformed the way we now think and he is a genius in the world of marketing for law firms.

In my opinion, the consultancy offered by Nick Jervis will drive real value to your business.

Iain MacDonald

Excellent consultation very practical and straight forward planning, positively and optimistically reimagining a small law firms prospects.

Looking For More Help Growing Your Law Firm Or Consultancy?