Solicitors Marketing Methods Bearing No Fruit

I recently had a meeting with a solicitor in my office. He has been in practice for many years and had noticed a steady decline in instructions over the years. When asked, he explained that his methods for marketing his services have generally been to have an office and wait for people to walk through the door. For years, this method had served him very well. However, it has stopped doing so for a fairly long period of time which is why he decided he needed to come and see me.

He attended my offices and explained how he was now incredibly worried, even frightened, by the decline in the volume of clients and profits costs. He knew he had to do something but did not know what. He was very open in our meeting.

Whilst I was making a coffee, he noticed a picture behind my desk from the film ‘It’s A Wonderful Life’ with James Stewart. He asked why I had that picture in my office.

I explained that it was for the same reason he was visiting me. It is a constant reminder to me that there are many solicitors who feel like James Stewart felt in the middle of that film. Scared, depressed, overwhelmed, even terrified. They feel that their business may be slipping away from them, and yet it is all that they know and all that they have ever wanted to do.

My job is to make sure I communicate well enough with the solicitors in that position to the point that they understand that I am ready, willing and able to help them.

I need to explain that I can change their fortunes relatively easily and quickly. I need to get my message across so that they come and see me sooner rather than later, and do not sit in their offices worrying what the future holds when instead they could be mapping out exactly what their future holds with me to guide them.

The same solicitor also asked me if I really can do this. I was able to point him in the direction of many solicitors who I have done just this for. One particularly always springs to mind, in that we trebled his turnover in under three years. He now earns more than he has ever earned in his practice.

If you would like to feel like James Stewart at the end of the movie, instead of James Stewart in the middle, I would love to see you too. Start the process by finding out more; download my brochure now.

Alternatively, call my PA on 0117 290 8555 to set up a time for a free, no obligation chat about your practice.

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Law Firm Marketing

Case Study

From biggest fee earner to no fee earning whilst doubling turnover

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!