How Does A Solicitor Get New Clients?

This is a good question isn’t it? It is one that I am so often asked, and seeing as this is what I spend nearly all day, every day working out the answer to this perennial question, I thought it might be a good idea to answer it. So here we go!

1. You Must Have An Automated Marketing System

When I ask a solicitor how many systems they have in place to attract new clients to their practice, they might initially say that they have several. However, practically without exception, I can guarantee that the real answer is that they have no systems in place. Clients may find the solicitor and request their services, but this is not due to a watertight, automated marketing system, more just due to chance.

To be a successful solicitor with a steady and consistent flow of new client instructions you absolutely must have in place automated marketing systems which produce new clients for you with or without your daily input into the process. Unless or until you do this, you will never have enough new clients to provide you with the practice of your dreams.

2. You Must Track Your Results

Once you put in place an automated marketing system, you absolutely have to be able to prove how many clients it delivers to you each month so that you can ensure it is still working profitably for you.

You cannot spend even £10 without knowing how much of a return on investment that is providing for you. I always look for at least a three to five times return, so if you are spending £1,000 a month on pay per click advertising with our friends at Google, I want you to be able to prove that it is generating client fees of £3,000 to £5,000 a month without fail.

There is no treasure without measure, so you absolutely must measure the results of every one of your marketing activities to ensure that they are working hard for you.

3. You Must Make Mistakes (Quickly)

Not every marketing activity that you undertake to win new clients for your solicitors practice will work. In fact, I could go so far as to say that probably only one out of every three will work for you. But this is good news, because now that you know this you can instantly go and set up three new marketing activities, safe in the knowledge that one of them should work very well for you.

Don’t be scared of making marketing mistakes, instead embrace them!

4. Marketing Is Not Like The Law

Marketing is not like providing a legal service, where everything you do has to be spot on/perfect. In fact, when it comes to marketing, one of my favourite sayings is ‘Perfection Kills Momentum’. If you try and ensure each marketing activity is ‘perfect’ before it leaves your desk, nothing will ever happen.

You need to be brave and put out some of your marketing activies when they are not quite perfect so that you can obtain feedback from the results of your activities and then constantly tweak and improve the results.

5. Add More Automated Marketing Systems

Once you have one automated marketing system in place for your solicitors practice, add another, and then another.

The solicitors I mentioned at the beginning of this article who do not yet have any systems in place are often struggling. They have good months and bad months. If you want my advice (based on over 20 years of showing solicitors how to get new clients) the only way from going from a struggling practice to a very successful one is to have at least three, but preferably six, automated marketing systems in place working for you each and every month.

Which Marketing Activities Will Attract The Most Clients?

For more information on which activities will work best for you in terms of attracting new clients, download my free guide below now:

Ready To Take Action And See Results Now?

Please call 0117 290 8555 to arrange a mutually convenient time for a telephone discussion, Email me or complete a Free Online Enquiry. There is no cost or obligation. We will have a chat about where you are and where you would like to be and I will suggest some things you can do to get there quickly.

Marketing For Solicitors

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.