How Smart Solicitors Use Questions To Grow Their Law Firms

My son turning 16 and my daughter off to university in September has got me thinking a lot recently about them. It truly seems like yesterday that they were both toddlers.

One of the fondest memories of them being small for me is the huge volume of questions that they used to ask. They were empty sponges waiting to soak up knowledge. I think the average amount of questions asked by children is 200 per day. Some days I know it felt like a lot more than that.

Why have you taken my food bowl away?

Because it’s empty.

Why is it empty?

Because you ate all of your breakfast.

Why are you putting it in the sink?

To wash it up.

What is washing up…..

And so it would go on.

They teach you a lot your children; as much maybe as we teach them.

Questions are so powerful in youth and in business, yet I believe that we ask less and less questions the older we get, instead accepting what is happening.

This is such a shame, because the questions you ask can provide you with the answers that you need to get you where you want to be.

However, some solicitors still ask a lot of questions and I am lucky in that they often ask me their most pressing ones when it comes to growing their law firm on a More Clients Now strategy call. I also have conversations with my consultancy clients and Marketing4Solicitors members too. I usually speak with anything from 30 to 50 solicitors a month in various different calls. I still hear some great questions and I have answers for them all.

I love questions.

Here are some questions that I have received and answered recently:

  • What should your staff bill be (and not be) as a percentage of your turnover?
  • How do you make underperforming (meaning under billing) fee earners improve?
  • How do you give yourself a 95% chance of achieving your goals?
  • What is the average amount that solicitors spend on Google Adwords?
  • How can I add £20,000 a month to my turnover within 90 days and forever more thereafter?
  • When can I stop spending money on Google Adwords?

These questions are all answered, some in great detail, in the latest issue of Marketing4Solicitors, which is yours to download as soon as you join.

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Case Study

Now I’ve got eight staff and two offices, and we’ve never been busier.

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.

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