Helping law firms to grow!
Solicitors often ask me if they still need a High Street presence. The simple answer is ‘no’. Absolutely not. What solicitors do need to be as busy as they would like is a simple marketing strategy applied consistently and automatically, backed up with a great legal legal service.
My story of eating in an ‘invisible restaurant’ explains why.
I ate in an invisible restaurant last night.
It was in a garden centre. Well, actually, it was worse than that, it was behind the garden centre, hidden behind it.
If the people taking me there had not been with me I would have driven past it. I would have seen the garden centre, not the restaurant, so I would have carried on driving.
Luckily for me, I was being driven there, so as we pulled into the car park I was a little surprised. There was no indication of the existence of a fine dining experience.
It was made even more bizarre by the fact that to enter this invisible restaurant, you had to walk through the arch to the back of the garden centre, where there was one small illuminated sign pointing to the restaurant.
Once inside, it was lovely. Surrounded by a garden centre, but a lovely ambience, a proper bar, real tables not green plastic ones as I had been expecting, and for a Wednesday night it was really busy.
And the food?
The food was amazing. Really, really good.
It had to be, didn’t it? Otherwise no one would ever visit this invisible restaurant. The people who took me told me that the restaurant has an excellent reputation and that they are very clever with their marketing.
I am often asked by solicitors if they should have a High Street presence these days.
“Nick, I think it could really help me. Imagine all the people that would just walk in and instruct me.”
The answer is that no, you don’t need a High Street presence these days.
What you do need is to provide an excellent service and to have an excellent yet simple marketing strategy that you carry out relentlessly.
Do that, and you can work from the moon if you choose. Or a nice French Gites, or Austria. Wherever you like.
An excellent service and a simple marketing strategy carried out consistently and relentlessly and the world is your lobster. I know it is meant to be oyster but the invisible restaurant is doing a lobster special menu tonight.
I might go back – if I can find it!
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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.
January 28, 2017 at 9:32 am
Category: High Street Solicitors, Legal Marketing
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.
I’ve been working with Nick for the last six years, and in that time he’s had a significant impact on my business.
We first start working together when I worked at an employment law practice, and when I left there to set up on my own, Nick was one of the first people I called.
I knew that one of the key pieces to get right was the website – in this day and age it’s impossible to run a successful firm without one – and with Nick’s advice, help and guidance, we created our own marketing-focused site that has proven to be the backbone of all the sales and marketing that has followed.
But a good website means nothing unless people see it, and that’s why we turned to Nick to run our Google Adwords, which quickly became a primary source of leads.
In addition to running the traffic, Nick held our hand through every element of the client attraction process, from how to communicate with leads, to how to close sales, and the impact that had on our business cannot be understated.
And that’s why I will always recommend Nick to anyone who needs help with marketing – particularly legal firms: his breadth of knowledge about everything to do with sales and marketing means that he can (and does) help with every part of the picture, resulting in a stronger business than you could have imagined.
Since we’ve been working with Nick, we’ve grown quickly – back in 2013 it was just myself and my wife, and she was part-time.
Now I’ve got eight staff and two offices, and we’ve never been busier.
And if our lead numbers are anything to go by, it’s only going to get better – 2015-2016 saw us get 800 good quality leads in employment law, and that figure more than doubled last year. I can only look forward to more exciting times, working hand-in-hand with Nick to grow my practice and enjoy the fruits that come with that growth.
Whether you’re a sole practitioner or a large firm, you’ll get huge value from working with Nick, of that I have no doubt.
It was five years ago that I first came across Nick Jervis, and my only regret is that I didn’t start working with him earlier.
I was a sole practitioner, and for years I’d been advertising in the Yellow Pages and getting decent results.
But as time went on, the response diminished, I was struggling to get as many clients as I needed, and to top it all off, the Yellow Pages still kept pushing the price up.
Eventually, enough was enough – something had to change, otherwise my business was going to be in trouble.
I’d been aware of this guy, Nick Jervis, for a while, and as far as I could tell he was pulling up trees in the solicitor industry with new, sophisticated marketing.
But something had held me back – maybe it was a fear of the new or the unknown.
Whatever it was, I eventually overcame it, hopped on a train to Nailsea, and spent an enthralling day with Nick, where he explained exactly where I was going wrong, and what he’d be doing to fix it.
He certainly wasn’t all talk either, because he went about fixing it with quite some speed.
He got to work constructing a website that would actually convert clients, and then focused on getting me to the top of Google Adwords.
And once he’d done that, the response was spectacular – a few months earlier I’d been scratching around for leads, and now I was getting 3-4 qualified Probate or conveyancing leads direct to my email inbox every single day.
As a result, the turnover increased considerably, and with more breathing space, Nick and I were able to get everything working smoothly.
I was getting more leads, gaining more instructions and making more money than I ever had before.
I’d always had a retirement date in mind, but before I started working with Nick, I didn’t imagine there was any chance that I’d achieve it – the income just wasn’t there.
But with Nick’s help, things changed quickly and significantly, to the point where I was able to reach my retirement date – I’d been at it for 42 years and I decided enough was enough!
Thanks to Nick, I stopped doing Probate and conveyancing, and stepped into semi-retirement as a notary public, which gives me just enough to do to ensure I’m out from beneath my partner’s feet – needless to say, Nick still helps me get work via Google Adwords.
I can’t overstate this enough – Nick changed my life, and for that I will always be grateful. Where I was struggling, Nick stepped in, transformed things and ensured I met my personal and professional goals.
Whether you’re a sole practitioner or a large firm, you’ll get huge value from working with Nick, of that I have no doubt.
We focus on accident claims, and it’s vital for us to have a strong web presence, which we didn’t have before Nick got involved.
As a result we had to buy in leads from other sources, reducing our profit margins and making us reliant on other companies to generate revenue.
We did have a company working on our Adwords and website, but the truth of the matter is that they weren’t getting the results we needed them to get – we only had a handful of clients coming in from those efforts, making us highly reliant on buying in the leads from elsewhere.
And then I came across one of Nick’s books, was impressed by what I read and got in touch with him.
The rest – as they say – is history.
We started working together with a clear brief: Nick’s job was to help us bring in more self-generated work, so we could stop relying on buying leads.
He started by working on our website, making it more accessible and easier to navigate.
Next he overhauled our Google Adwords, which the previous company had been running fairly unsuccessfully.
Adwords is hugely challenging in our sector, with some very big players bidding on some of the most common keywords, making it very difficult for any smaller firms to get a look in, and I’ve got to be honest and say that I didn’t know how Nick was going to make it work.
But he did, by analysing very closely what people were looking for and tailoring our Adwords efforts towards them.
It worked! We were competing with the big boys whilst spending a fraction of their budget, and the amount of work we got in was tremendous – we jumped from just a handful of leads and clients a month to 500 leads and 150 clients, every single month, all from our online efforts.
Nick didn’t just work on the lead generation side of things either – he helped us with the client conversion process too, training our team, making our sales calls better and improving our onboarding process to avoid drop-offs due to ‘cooling off’.
Now we don’t buy in any work at all, our pay-per-click efforts do a sterling job, and the large client database that Nick has helped us build has allowed us to increase the amount of work we do by a factor of ten, in just three years.
I’m one extremely satisfied client, and despite the dramatic differences Nick has been able to make in the time we’ve been working together, things are still improving thanks to his guidance and support.
I’d been looking for somebody to help me with marketing for a while, and I came across Nick on Google.
That was three years ago, and in that time it’s fair to say that he’s had a massive impact on my business, and my life as a result.
In the early days, my goal was simple and specific: increase the turnover of the business so that I could take more money out of the business.
I had an amount in mind, and I expected it to take years to get there, but when I achieved it in just six months, it began to dawn on me that this guy really knew what he was talking about.
As a result of that early success, and with Nick’s help, I realised that my expectations were too low, and what I could actually achieve, with the right thinking and guidance, was far beyond what I’d ever imagined.
What Nick saw – and what he made me see – was that my business had fantastic potential, but to realise that potential, things needed to change.
Even before Nick got involved, we were getting a decent volume of leads, but it was what was happening to the leads that was the problem.
We weren’t tracking them, there was no process in place and to top it all off, we didn’t have a clear pricing structure, which meant that we were nowhere near as profitable as we could be.
And that’s where Nick came into his own. He built us a bespoke lead generation and sales process, and the results were staggering.
We pretty much doubled our turnover, allowing me to build a four-person sales and marketing team that gets us more leads and more sales.
Of course, Nick’s Google Adwords expertise has been a key part of our growth, and today it’s a hugely profitable marketing pillar for us.
But regardless of the medias or mechanisms we’ve used to grow over the last three years, it’s been Nick’s rock solid marketing plan that underpins it all.
He’s stopped me trying this and that, and got me to focus on the things that’ll have the biggest impact on the business.
And I think there’s a lot more to come – we still haven’t implemented everything that Nick has given us to do, and when we do, I reckon we’ve got around another £250,000 of revenue per year to add to our figures.
And it’s not just the business that’s seen a transformation – it’s been a personal transformation too.
When Nick first got involved, I was the biggest fee earner, and consequently I was reluctant to stop getting involved in cases.
Nick eventually made me see that if I was serious about growing this business, that needed to change and as time has gone on I’ve taken on less and less work – now I don’t do any of it.
And I only wish I’d done it earlier, because the result has been me having more time to build the business, and spending time with the people that are important to me.
Not only that, but the business is stronger, because it’s much less dependent on me.
Nick was right about that one, as he has been about pretty much everything else – it pains me to say it, but it’s true!
We’ve been working with Nick about 10 years and throughout this time I have always valued his expertise.
When we first made contact with Nick we had been recommended to get in touch with him by another solicitor to “give us a hand with marketing”.
At that time we were focusing on personal injury work, but we had already decided to enter the medical negligence market.
Obviously breaking into a new market takes time and we still needed the income that came from the personal injury work to finance this going forward.
Nick put together a high conversion website which meant we had all the personal injury work that we needed allowing us to build the medical negligence side of things up gradually.
Now we specialise exclusively in medical negligence. Nick has been part of that growth in terms of strategy and the use of Google Adwords to generate good quality leads.
As part of that, he helped us with the entire website build, making it very marketing focused and it has worked extremely well.
As a result our firm has gone from strength to strength, more than doubling fee earing staff and turnover.
I first stumbled across Nick when searching on Amazon for help growing a firm in the legal sector.
Straight away I was struck by his no-nonsense approach, so after checking out a preview of his book, I bought it on Kindle and started devouring it straight away.
What was immediately apparent was that Nick really does know what he’s talking about, which was hugely refreshing in an industry with plenty of bluffers and chancers.
I found the fact that Nick has actually been there and done it in the legal world very compelling indeed, and after finishing the book, I knew there was plenty he still had to teach me.
I booked a free call, which contained plenty of value, but what became clear is that if I was really going to get Nick’s personalised help to grow my firm, I needed to do it properly, so after speaking to a couple of Nick’s clients to reassure myself I was making the right decision, I took the plunge, and booked the Steady Stream of New Clients meeting.
And I’m so glad I did.
From the moment my wife Rachael and I arrived, Nick put us at complete ease and we quickly built up a strong rapport, and thanks to the pre-meeting preparation put in by all parties, we were able to wring a huge amount of value out of it, because most of the fact-finding had already been completed before the meeting began.
Consequently, the meeting was chockfull of useful, actionable information, and most importantly, that information was grounded on what actually works in the real world – no theory in sight.
When we left Bristol, we were hugely energised and excited; but more than that, we also had clarity, and three days later, things were even clearer, thanks to the report Nick prepared for us detailing exactly what marketing we needed to be doing AND how to make sure that that marketing was actually implemented.
Having used a consultant in the past, my biggest fear was that there’d be a lot of talking around the issues, and a whole lot more questions than answers, but that simply isn’t how Nick works.
Instead, he calls a spade a spade, and fuses that straightforward approach with a genuine expertise, providing you with a proven plan of exactly what you need to do to grow your firm.
If you’re considering booking one of Nick’s Steady Stream of New Clients meetings, I would say, unhesitatingly, that you need to go for it”
Bill Ward, Ward Trademarks
Positive: Quality, Responsiveness
“Nick has for a long time now been the go to Legal Marketing Expert offering game changing advice in a no-nonsense way.
As well as knowing what works, he will also make sure you don’t waste valuable time on initiatives that aren’t destined to chime.
Approachable, friendly and fun to deal with he will always make sure you are travelling in the right direction and on the road to success.
Can’t recommend enough!”
My concerns before joing M4S was that it was a ‘con’ at worst or at best a waste of money.
The impression was due in part to hearing of you on LinkedIn, and I am just suspicious of any business advertised on there (but that is just irrational prejudice on my part). My view has changed due to the following-
- The free information you gave was very detailed;
- Your regular emails kept your company in my mind;
- Since joining your site the information was been good and well structured; and
- Your marketing critique of my website today was brilliant, better than I could hope for.
I have already told other solicitors about M4S and I am sure I will more than recover my investment in the service.
Udu Emmanuel Edada, Emmanuel & Co Solicitors
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Nick, I have already provided you with a testimonial about your excellent Marketing4Solicitors service, but I had to write to you again to say that I really appreciate the time you have taken to provide your “marketing critique” to make very important amendments to our marketing letter. We have already had an excellent response to our offering.
Denis Stevenson, Rowlinsons Solicitors
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Not only is Nick Jervis a marketing expert, but as a former practising solicitor, he is someone who understands how solicitors work and through Marketing4Solicitors offers practical marketing advice that the average solicitor has a realistic chance of implementing. He has played a significant part in setting our firm on the path to creating and implementing a successful marketing strategy.
Jerome Dodge, Blanchards Bailey Solicitors
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My name is Roger and I am a happy member of Marketing4Solicitors from Samson Consulting.
We are creating/designing a new Website for our business at the minute. I needed sound advice concerning the layout and general appeal of our design and content, and I wanted these tips from someone who walked the talk.
Anyhow, I asked Mr. Jervis for a telephone conversation to give me some tips (Marketing4Solicitors members are entitled to a one on one with Nick).
I didn’t get the phone call, I got something better. I sent our draft new website link by mail to him and he assessed our draft website with the benefit of Youtube (so I got the visual aspect of his advice and could hear his advice ). It was crystal with great advice.
It’s great to be surprised and I was surprised with this service.
Thank you.
Roger Cleary, Cleary & Co. Solicitors
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Why join Marketing4Solicitors?
1. Nick’s enthusiasm and never-give-up attitude is infectious and crucial to us as we are often tempted to ‘give up’ or at least be lazy in relation to marketing.
2. The precedents provided and the structured approach to his teaching so that gradually you come to see how everything in his scheme fits together logically.
3. The fact that through our own testing over time and becoming aware of other “expert” opinions on issues in the marketing world, we have not had any cause to doubt that Nick truly is an expert in relation to the marketing of solicitors’ firms.
Peter Brash, Grigor & Young, Elgin
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Marketing4Solicitors seemed a good system worth a go. I am satisfied that although (I am) not a solicitor can adapt principles with ease.
An efficient well run service with lots of good practical tips to enhance your marketing.
Supporting SME Leaders
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Great value for money.
Jemma Lloyd Solicitor Direct
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I knew that marketing would become extremely important for solicitor firms and the old mentality of “the work will come to you” would be long gone, however I did not know where to start with my marketing plan.
So I joined Marketing4Solicitors and found the marketing templates and documents are very detailed and make you think about what you will be doing, which makes a huge difference.
The benefits for me are a better understanding of marketing solicitor firms, the importance of keeping in touch with your current client database and if you put the effort into marketing you do see the rewards!
I think the service is excellent!
Manoj - Athi Law LLP
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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
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I visited Nick because I wanted to know how and which resources to apply to an effective marketing strategy appropriate to my practice.
Nick was very focussed, asked very astute questions and knew what I needed I felt. This was crystallised in the excellent report he generated and I now am confident in my planned approach to marketing.
The meeting was well worth the trip to Bristol from London! Nick really took on board my concerns in this area and I felt he was very caring, enthusiastic and confident about the track I should be on marketing-wise. As a result I now have a plan I am confident about which means I will not waste time or money on an inappropriate strategy so it has abeen a very valuable exercise for my practice: Bravo!
Michael Crilly, Bulldog Law
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I have worked with Nick now for over a year and he really has made a tremendous difference to my business and the way I approach same. He has assisted me greatly in developing a clearer vision for the business and in executing a plan so that the vision may be materialised.
His advice has directly led to a substantial increase in the profitability of my practice and, as such, I have no hesitation of recommending his services.
Daireann Gibson, Gibson & Associates Solicitors
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I have been enjoying learning from your insights over the past while since joining Marketing4Solicitors. I have been impressed by your service and wanted to thank you for all of your help to date.
Duncan McFadzean
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The m4s subscription service was worth much more than the price I paid. There is a lot of information on the internet about marketing but a lot of the methods are incredibly expensive. Nick’s ideas are superior for one main reason, they are done from a business perspective, everything is done with a return on investment in mind and none of the methods are financial black holes.
I would recommend this service to anyone looking to grow their business.
Mr R McKenzie
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Clever and intelligent without any nonsense.
A very helpful and enlightening service.
Donald Maloney
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Unlike other marketing services the emphasis seems not to be all based on ‘finding hidden profit in existing clients’ (which doesn’t help me as a new firm with few clients) but rather an all encompassing strategy to increase client base and thereafter profit.
Nick certainly appears to know his stuff and he is willing to share the lurve.
Anvil Legal
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I have worked with Nick for over a year. As well as being a thoroughly nice person to deal with he is also full of good ideas that work – and which can be implemented without costing the earth.
David Edwards. Burt, Brill & Cardens
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I have worked with Nick now for over a year and he really has made a tremendous difference to my business and the way I approach same. He has assisted me greatly in developing a clearer vision for the business and in executing a plan so that the vision may be materialised.
His advice has directly led to a substantial increase in the profitability of my practice and, as such, I have no hesitation of recommending his services.
Daireann Gibson, Gibson & Associates
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I have been using Adwords for sometime without any meaningful results. However, as soon as Nick took over the management for me, we started generating a lot of new client instructions.
Ian Hass, Ellis Hass Solicitors
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