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://


Case Study

“We’re busier and more profitable than ever before, but we’re also having more fun too.”

I came across Nick and Samson Consulting back when I was employed and looking for help to grow my caseload.

Unsurprisingly I found him on Google (he definitely has a knack for that platform!), while looking for a legal marketing expert, and ended up joining his Marketing4Solicitors group, learning from afar for several years.

His advice was smart, sound and – most importantly – it worked.

And that’s why when I came to start my own firm up three years ago, I pretty quickly ended up giving Nick a call and started working with him.

I had used another company to help me with some online marketing before that, and to be honest – it was an absolute disaster, costing huge amounts of money and not really delivering any tangible results.

I hoped that wouldn’t be the case with Nick, and I was right.

I brought him right into the business, getting him involved top to bottom, and I can honestly say that it’s the best thing I’ve ever done.

His guidance quickly starting paying dividends, as he coached and mentored me on how to generate more interest and achieve more client instructions, as well as generally how to structure the firm in a way that was the most profitable and productive.

Three years in, and I’m over the moon with the impact that Nick has had on my business.

We’ve got a clear focus and a direction, we know why we do what we do, and most of importantly at all, we’re more successful.

We’re busier and more profitable than ever before, but we’re also having more fun too.

That’s one of the best things about working with Nick – the fact that the advice and guidance he gives is so holistic.

It’s not just about making money, although he has had a huge impact on that for us, but it’s also about helping me to enjoy my life, and growing my firm in a way that means that I have more money in the bank, but more time to enjoy life with my family too.

I guess that’s what makes him so different to others out there – he really does have my best interests at heart and I trust him implicitly.

It’s hard for me to convey just how good Nick is at what he does – before I started working with him, I thought I was pretty good with PR and marketing, but the truth is that in comparison to Nick, I really don’t know anything.

Nick really is a very, very smart guy, and when it comes to running a profitable legal firm, I think there are very few people who could touch him.

And that’s why I’m glad he’s on my team, and that isn’t just hyperbole – he really is a part of my team: any significant business decision I make is run by him first, because I know he’ll give me useful, tangible and practical advice that’ll result in the best outcome for me and the people I care about.

Before working with Nick, I felt like I was on my own, and the future of the firm was on my shoulders; to be honest it was quite a weight.

But now, I’m relaxed about the future, because I know that I’ve got Nick in my corner, one of the smartest marketing minds I’ve ever come across, and a truly honest good guy to boot.

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