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 Rennie

Nick takes a no-nonsense approach, cuts the fluff and gets straight to the point – which is an approach that you see very little nowadays in the world of marketing where you have many gurus with complex approach that most probably never work. I look forward to working with Nick.

Mark Shepherd

I have worked with Nick for many years. He is an excellent consultant and helps law firms and businesses attract the clients they are looking for. Highly recommend.

Tim Weir

Having implemented a raft of improvements to our website and marketing campaigns suggested in Nick’s excellent books, I decided to contact the man himself for a one-to-one discussion.

The thirty minutes spent with Nick on that video call provided me with more business improvement tools than I could’ve hoped for. Nick even took the time to give me some insights on client conversion particular to our area of practice.

Online reviews are often brimming with trite phrases and hyperbole, but I cannot find any other way of saying that my only regret is that I didn’t contact Samson Consulting sooner.

Emerson Scotland

Brilliant, insightful and a great discussion. Nick certainly knows his stuff and makes you feel at ease.