Make Special Offers To Sell More Legal Services

Most businesses make offers to their clients to generate additional income or motivate loyalty. Solicitors need not be an exception. Whilst it is not so easy to discount legal fees as it is a bottle of milk, you can make some enticing offers to encourage clients to instruct you.

It is 10 times easier to sell to existing clients than it is to recruit new ones, yet more often than not I see solicitors only trying to attract new business. Motivating your existing clients to instruct you again is an excellent way of increasing your profits, something that always excites me!

What Format Should The Offer Take?

There are many different ways you can motivate clients to act, it does not always have to be financial motivation although often that is the easiest method. The important point is to keep in contact with your clients and to advise them of the range of services available to them from your legal practice. Here are some ideas, but do take some time to consider what would work for your business:

  • The offer could be "Free Will with every Lasting Power of Attorney". If you are still charging a nominal sum you need to increase your prices, which is a thing that most solicitors can and should do from time to time.
  • "25% Discount If You Make A Will Before Completing Your House Move". (Using client friendly language is always important so avoiding "conveyancing" is always a good idea).
  • For business services, you could make a fixed price offer to new businesses to draft employment contracts, terms and conditions etc. New businesses need certainty of pricing and if they are impressed with your services their will be many more instructions to come your way (if you keep in touch).

These are only a few ideas, but it is essential that you consider what would work for your business and your clients.

How To Make Offers For Your Legal Services

Any offer made does not have to cost substantially. If you collect email addresses you can make instant offers free of charge (excluding your time). If you are not collecting email addresses, start now, even if you only store them in an excel spreadsheet). You can also make offers in a letter, or if you do have some budget you can create some postcards to be sent back if there is interest in your offer. The format is not the important part although it can improve the responses you receive, but making the effort is key.

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Law Firm Marketing

Case Study

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

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.

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