The Meaningful Conversation Method To Improve Solicitors Conversions UK

My Meaningful Conversation Method has helped solicitors to generate conversions of new enquiries into client instructions by as much as 75% (see the case study below) and completely removes price as an objection.

The True Cost of Each New Enquiry

Before moving onto The Meaningful Conversation Method in detail, it is worth stressing why it is so very important and why I believe it is some of my most powerful and profitable work for solicitors.

To do this let’s take a look at how much each new enquiry for your services costs to generate.

Use the formula below to work out the cost of every new enquiry:

Annual marketing spend ÷ new enquiries per month = cost per enquiry (advertising, sponsorship,
brochures, website, website marketing, etc.)

Even for a small high street law firm this is a good exercise to carry out.

If we look at a firm turning over £500,000, with a marketing spend estimated at 5%, the example might be:

Marketing spend £25,000 ÷ new enquiries (per annum) 500 = cost per lead £50

I find that when you attach a real monetary value to every telephone call, your team start to treat them more seriously and not ignore the telephone when it rings or make excuses as to why they cannot talk to a potential new client at that moment.

Now let’s move onto The Meaningful Conversation itself.

The Meaningful Conversation Method

If your prospective client has made it past your receptionist, you have done well. We now move on to the crucial part of the process, and one that should not be rushed.

This is where the only sales acronym you will ever need in your law firm comes into play: 2E1M:

2E1M = Two Ears, One Mouth

Or, in its extended format: Two Ears, One Mouth: Use them in the correct proportion.

If this part of the call goes well, subject to following up properly and consistently and not charging a disproportionate sum for your services, you will win the instruction.

However, to win the instruction you must also remember this fact, which often confuses solicitors/
fee earners: the initial prospect telephone call is never about giving legal advice.

I know from many years’ experience of training law firms that fee earners often dive straight into the legal issues because that is where they feel most comfortable and because they believe that will
convince the client to instruct them.

However, this rarely works.

So, if the meaningful conversation is not about giving legal advice, what is it about then?

The meaningful conversation is all about finding out what matters to your client.

My marketing mantra is always Clients First!

Understanding your client’s needs and concerns is all that you should be looking to achieve in this call. If you can achieve this, you will have the best possible chance of winning the instruction.

If you do as the other 99% of solicitors do and talk about yourself, your experience, you, you and more you, you will lose the instruction.

The call must be all about your client, as a person, and what matters to them. This applies to both business and individual legal matters, because in both cases you are doing the same thing: selling your services to a person.

Let me give you some examples of telephone calls that I have heard and explain where the fee earner is going wrong.

1. Conveyancing new client enquiry call:

Prospect I would like a quote for moving house, please.

Fee earner How much is the house you are buying?

Prospect £300,000.

Fee earner OK, well, our legal fees will be £575 plus VAT, and the disbursements will be xxx, xxx and xxx. How does that sound?

Prospect Well, I am just ringing round at the moment so I will
come back to you.

2. Personal injury new client enquiry call:

Prospect I’ve had an accident at work, can you help me, please?

Fee earner Yes, I deal with lots of accident at work claims. I am
a member of the Law Society’s personal injury panel and have
a lot of experience in this area. Tell me a bit about the accident.

Prospect I was going down a ladder and the rung gave way. I fell 20 feet to the ground, shattering my left heel.

Fee earner I am sorry to hear that [it’s not genuine, as the solicitor is too excited that the prospect has a good claim – and the prospect will be able to tell]. Yes, it sounds as if you have a good case. When would you like to come in and see me so that I can get the paperwork signed up?

Prospect I will have a think about it and come back to you.

3. Commercial client new enquiry call

Prospect Hi, I am in a partnership but we are unable to work together any more. I want to discuss ending the partnership. Can you help?

Fee earner Yes, I deal with a lot of partnership disputes. I am something of an expert in this area. They can drag on for months and usually cost a fortune, so the sooner we get started, the better. When can you come in to see me?

I know that this is how most phone calls in all areas of law will proceed. I have heard hundreds of them. You may be thinking that these are quite normal phone calls and that that is how you handle incoming enquiries. If you do think that, the good news is that you are now going to learn a method that will increase your conversion rates and make you more successful at securing instructions, which will dramatically increase your profits without
spending a penny.

The initial telephone call is all about listening. You must find out what matters to your client. Without this knowledge, how can you secure their trust and subsequent instructions? Remember, 2E1M means that if you are talking more than your client, you are failing in your task.

The call must be all about your client, their concerns, their needs, and what matters to them about the legal issue in question.

They don’t care if you have an urgent matter to attend to and need to rush them off the phone, or whether you want to get home early on the day that they call.

Quite rightly, all they care about is feeling that they are being listened to and that someone who seems to care
is showing some empathy about their situation. In the examples above, no one asked about the client.

In the first example, why was the client buying a house? Was it for themselves or a family? If they have a family or a spouse, are they relocating for a new job or a new school, which means that that timing is critical? How did they find the house? Is it the house they have been hoping to move into for the last five years and they
cannot believe their luck that they are now going ahead? If the fee earner had taken the time to ask these questions, they might have found out what was important to the client. If they had, they would
have built rapport and already started establishing a relationship with the client. They would win the instruction.

This is what the meaningful conversation method is all about.

People make decisions largely based on emotions.

Think of all the times that you have engaged the services of others. I guarantee that on most occasions the person who won your business was the one who took the most time and showed a genuine interest in you.

You must show a genuine interest in your prospects if you want to increase your conversion rates and win more instructions.

Before I dive into the details, I want you to hear from a solicitor who has already taken action. I think it will set the scene well for you.

75% conversion rate for conveyancing enquiries

Many years ago, I attended a conference on a mission for CPD points. The speaker was droning on and, even in those pre-smartphone days, the audience was finding ways to distract itself.

“You have heard all this before,” said the speaker, breaking through the collective trance to be met with a general murmur of agreement, “but are you doing it? Knowing is not doing”.

I offer
this brief case study in the same spirit. It is not original but it made a difference.

About three years ago I decided we would abandon all bulk referred conveyancing work and withdraw from all referral agreements.

That meant turning away more than 20% of our turnover overnight. Instead we aligned our conveyancing service with the rest of the firm and looked for good quality clients paying a bit over the market average fees.

We started off using the same old approach:

“How much do you charge for conveyancing?”

“Well £x plus VAT and there will be disbursements including SDLT of £x, Land Registry of £x and search fees . . . “

“OK, thanks I’ll get back to you.”

Which of course they didn’t, as another firm would undercut us. A large chunk of the market, tied to their referral networks, were not even ringing us for a quote.

We had to examine our process.

The first step was to take quoting away from the conveyancing team and done by someone who had the time to talk to enquirers without sounding as if they wanted to be doing something else.

Then we thought about what we were trying to tell the client; was it that conveyancing would cost them £x plus VAT or that we would look after them, talk to them when they rang and so on?

How were we going to make the caller choose us? Could we really expect a client to compare solicitors on the basis of price and then choose the more expensive one?

That led us to the meaningful conversation.

We wanted callers to judge and compare us on the things that really mattered to them. For some that was the cheapest price, but for the majority, making the biggest financial commitment of their life, there were other issues. We found out those issues in the meaningful conversation, by listening to the client and asking questions
so that we could understand what mattered to them and what was motivating them.

We have tried different ways and questions: timescales, reasons for moving, the type of property, location . . . We have even asked clients to consider what sort of a solicitor they wanted, “Ford or Mercedes”, (and after reflecting overnight the particular caller chose us, representing the Mercedes).

The point is, we need clients to focus on what really matters to them and then form a judgment as to whether they think we can deliver that. For those who want a personal, proactive service, with experts in place solving and heading off problems, we were the right choice. For those who wanted the cheapest, we weren’t.

A quality service offering is not the only approach and others would work – converted flat specialist, new-build specialist (and we also use that approach) – but whatever the proposition, we needed to understand where we could out-compete the opposition, understand what the caller wanted and then help them understand that we could deliver that.

Nick talks about people making decisions largely based on their emotions. That is undoubtedly true and for many we found the rapport the caller established with the person we had dealing with the enquiries was central to our success. Our person wasn’t a fee-earner and in fact she has no legal experience. But she is intuitive,
friendly, straightforward, listens and inspires confidence in her ability to deliver – or have the fee-earner deliver. Most importantly, she communicates at the caller’s level, entirely free of the jargon or shorthand that the legal expert so readily deploys. The caller felt she was on their side.

Did it work?

Our conversion rate fluctuates, depending on the competition and volume of transactions, but we see a conversion
rate of 75% and better based on fees that are in the upper quartile.

In other words, seven or eight out of ten callers choose us although we are more expensive (sometimes significantly more) than most of the competition. Our profit margin on conveyancing has more than trebled.

David Edwards. Burt Brill & Cardens Solicitors.

Hopefully, that convinces you that this is a worthwhile exercise.

Now, looking back to the examples above, let’s see how they could be improved to make the conversations all about the prospective client.

1. 2E1M new conveyancing enquiry call

Prospect I would like a quote for moving house, please.

Fee earner Certainly, Mr Hughes. Can I find out a little more about the reasons for your move, please, so that I can ensure I offer you the right service for your needs?

Prospect Yes, of course.

Fee earner Where are you moving from and to, and is there a reason for the move, such as a new school or employment?

Prospect Well, actually, I’ve got a new job and we’re new to the area. I start my new position in eight weeks’ time and we are in rented accommodation at the moment, which we need to be out of by then, too, so it is quite important that we move quickly.

Fee earner I understand. It’s important that we can complete your move for you well in time for your new job. If we can agree the fees, how quickly can you have your mortgage in place, do you think? I want to ensure that that will not hold up matters for you.

Prospect Well, all of the paperwork went off to the building society this morning and they tell me that they should be able to get an offer out to me within seven days, subject to the survey results.

Fee Earner That is excellent, Mr Hughes. We still don’t have a lot of time, so if I can clear some time in my diary for you today, would you be able to come in so that I can start the ball rolling?

Every day that passes could jeopardise your move date. I want to avoid that at all costs. When could you come in?

In this situation, by asking questions about the client’s needs (‘Clients First’), the solicitor has found the key trigger here – timing.

He can now use that back in conversation with the client to show empathy. Your client may push for details of costs, but in my experience, they often will not if you have shown enough interest to secure their trust. You can discuss fees face to face when you have all the papers ready to go. If the client insists on hearing your
costs on the telephone, by the time you present them, unlike all the other solicitors that they have called, you will be in a much stronger position to secure their instruction, having taken the time to find out what matters most to them.

2. 2E1M personal injury new client enquiry call

Prospect I’ve had an accident at work, can you help me, please?

Fee earner I’m sure I can, but to be certain can you let me know exactly what happened and how you would like me to help you, please?

Prospect Certainly. I was going down a ladder and the rung gave way. I fell 20 feet to the ground, shattering my left heel.

Fee earner I’m sorry to hear that. How are you now?

Prospect I’m still in hospital and in a lot of pain at the moment.

Fee earner I’m sure you are, Mr Hughes. How is your treatment going?

Prospect Slowly. I’ve got another week in hospital, and they are saying it could be as long as three months to recover. I can’t afford to be off work for that long, as I won’t be able to pay my mortgage.

Fee earner I can help you there, Mr Hughes, by obtaining a payment in advance of your compensation. This might ease the financial pressure for you and help you to pay your bills.

Would that be helpful?

Prospect Yes, please, that would be really helpful.

Fee earner Good. OK, we need to move quickly then Mr Hughes. When can I come and visit you in hospital to get the ball rolling?

3. 2E1M new commercial client enquiry call

Prospect Hi, I’m in a partnership but we are unable to work together any more. I want to discuss ending the partnership.

Can you help?

Fee earner Yes of course Mr Hughes. First, can you tell me a bit about your business and the challenges you are currently facing with your business partner, so that I can explain how I can help you?

Prospect We own and run a fishing lake. My business partner has lost interest in it and isn’t helping at all, but still expects to take half of the income.

Fee earner I see. That does sound very unfair. What would be your ideal outcome, Mr Hughes?

Prospect Well, I love running the lake and want to continue to do so, so ideally I would like to be able to buy out my partner’s share of the business.

Fee earner Excellent, I understand. In fact, I recently helped someone to reach an agreement with a partner in a very similar situation to yours, Mr Hughes. I was even able to put my client in touch with someone to provide the finance to buy out the other partner.

Prospect Really? That sounds excellent. When can I come to see you?

Notice the following in each of these calls:

I have some advice for you here: some fee earners, however hard you try or however much training you provide for them, will never be good at this part of the process. If that is the case, yet they are really good at the legal work, they should not handle the meaningful conversation. It is better to hand a matter over to them once the instruction has been received. I have instigated this in several firms where a fee earner is an expert in their field, but very poor at building rapport with the client.

Someone else, often a secretary or another solicitor, handles the meaningful conversation, secures the instruction, and then passes the matter over to the fee earner.

How does this happen in practice?

The call will go something like this:

‘OK, our best conveyancer to get you moving as quickly as possible is one of our partners, Nick Jones. I’m pleased to say that you are in luck! I’ve just checked his diary and can see that he is free at 2 PM today, so we can get started straight away for you.’

It is far easier to sing the praises of a colleague than it is to blow your own trumpet, so this works incredibly well.

The Meaningful Conversation Method comes from my book, The Law Firm Growth Formula; How smart solicitors attract more of the right clients at the right price to grow their law firm quickly.

Click here to view the book on Amazon:>>

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I was in the car with my lovely 21 year old daughter the other day. It’s her first car and she has had it for four years from new – I need to tell you that as it is an important part of the story….

It was one of those recent very hot days and her car was sweltering.

Both being hayfever sufferers, we had the windows shut and my daughter put the fans on fast.

I realised that warm air alone wasn’t going to be enough to cool us so I pressed the aircon button and felt the relief of very cold air on my face.

At the same time as I did this my daughter’s jaw dropped to the floor.Get New Clients For Solicitors By Pressing The Google Ads Button

“Wow, cold air, how?” she exclaimed!

“I have been sweating furiously for four years. I thought that the fan was as good as the aircon got!?!”

Now I must point out at this point that Megan is a bright girl, but for some reason she hadn’t mentioned her oven of a car to me for four years and just accepted it.

She didn’t realise it was as simple as pressing a button and then, hey presto, cold air came out.

I am sure she is using her car more than before now that it is nice and cool. The story still keeps making me chuckle!

When it comes to winning clients, not all marketing is as simple as pressing a button and watching the clients come marching along to your door (or your Zoom call these days).

However, Google Ads is that simple.

Turn it on, just like the air conditioning, get prospects looking for your services to your website and then turn them into new clients. Bingo!

You need someone who knows what they are doing with Google Ads, but when you find that person and they set it all up correctly for you it really is ‘push the button and away you go’.

I have taken over the management of a few Google Ads campaigns recently from other ‘specialist’ legal marketing companies, and on every occasion I have achieved much better results for my clients, meaning more enquiries for their services.

If you would like to discover how to win more clients with Google Ads, download my Google Ads Whitepaper by clicking the link below:

Get New Clients For Solicitors By Pressing The Google Ads Button

“Nick had been advising me to start an email newsletter for ages but I was put off because I wanted to prepare a list of all of my old clients first. I finally took action when he reminded me and said “just start the list today”, so I did.

Nick was right. Within four months I have an email list of 1,000 people and it is growing all of
the time, as are my referrals!”



“Nick showed me how to get 50% more clicks at the same time as saving money every month using Google Adwords. That’s what I call a result – well done Nick!”

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Sarah Young, Partner, Ridley & Hall Solicitors

“I have been working with Nick Jervis for well over a year now. I am a subscriber to the Marketing for Solicitors Service which has taught me integral techniques and tricks of the trade to grow my firm.

I can honestly say that Nick Jervis taught me a number of techniques that I would not ordinarily have thought of.
I feel that Nick Jervis is essential if you are serious about growing your business.

I would recommend his services to anyone who is serious about growing their firm.

I feel that Nick has totally transformed the way we now think and he is a genius in the world of marketing for law firms.

In my opinion, the consultancy offered by Nick Jervis will drive real value to your business.”

Ready To Take Action And See Results Now?

Please call 0117 2908555 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.

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Imran Ali

“I went to see Nick in 2012 when I need to drastically change my publicity strategy generally and my website. He gave me a great deal of very wise advice and as a result my turnover has increased considerably. My website was also revamped and this is now regularly at the top of the Google Adwords site resulting in far more enquiries in a week than I previously had in a month! I cannot thank Nick enough for this and will thoroughly recommend his firm to anyone who enquires.”

Ready To Take Action And See Results Now?

Please call 0117 2908555 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.

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Martin Smith, Martin T Smith Solicitor

Having spoken to Nick before my meeting with him I felt sure he’d come up with a good marketing plan, and I wasn’t disappointed.

As a solicitor he understood the challenges we face immediately, and came up with two or three quick fixes that have already brought in additional fees.

His plan was very clear, practical, and tailored to the needs of my firm.

Thanks to Nick’s advice I feel much more confident in the future and would heartily recommend his services.

Ready To Take Action And See Results Now?

Please call 0117 2908555 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.

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Charles Fuchter – Stephens & Son LLP

“It is good to have a professional relationship with someone who understands the legal profession and has the experience to know what marketing works.

We have spent a lot of money previously coming to the same conclusions and if we had worked with Nick sooner no doubt it would have saved a lot of time and money.

Nick is knowledgeable and enthusiastic and is able to provide sound advice in the specialist field of solicitors marketing.”

Ready To Take Action And See Results Now?

Please call 0117 2908555 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.

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Simon Jenkins – Curtis Legal Ltd

“I think Nick’s service and focus on the solicitor market is excellent. He clearly “gets it” as regards promotion of legal practice in the current age.”

Ready To Take Action And See Results Now?

Please call 0117 2908555 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.

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David Gordon – DG Law

I have now worked with Nick Jervis for a little while and find his no nonsense approach and expertise particularly helpful, a breath of fresh air in an industry populated to a large extent by ‘marketing consultants’ who are really only interested in feathering their own nest!

Q1: What were your perceptions or concerns before you joined Marketing4Solicitors?
I was reticent having been contacted by many ‘legal marketers’ over the last 15 years

Q2: How has that perception changed?
considerably – Nick provides no nonsense solutions

Q3: What is the biggest benefit of Marketing4Solicitors so far?
Resources – it has given me the impetus and confidence I need to create a proper marketing plan and implement it


Ian Hass, Ellis Hass Solicitors

I used Nick Jervis’ Pastor Advertising Formula and generated 2,500 queries within one week of two newspaper ads!

Paul Doran – Doran Law Solicitors

Nick Jervis at Samson Consulting a non practicing solicitor has a straight forward and pragmatic approach to marketing which is fresh and easily absorbed. Again if you don’t sign up for his free marketing guide it’s your loss.

Paul Hajek, Clutton Cox Solicitors

Nick Jervis was recommended to me from a well respected colleague who had also received advice and assistance in relation to the development of her practice. Her words to me were something like; “Use Nick he will get you results.”

As a new practice specialising in an extremely competitive area of the law I was eager to give ourselves the very best chance of growing the business. It seemed to me that as Nick was a former solicitor who had years of practising experience he would already know the marketplace.

Unlike other marketeers, he would also have a real appreciation of what my job entails on a day-to-day basis giving him a very good head start. Nick’s initial “health check” was certainly a worthwhile exercise.

In the first instance I found Nick very personable and easy to get along with. After asking me a series of questions about our practice he produced suggestions in relation to how we should go about growing the business.

What I liked about Nick’s approach was that he came up with a number of practical suggestions that we could start working on straight away and these did not necessarily involve any expense. He kept things simple and did not overload me with too many ideas and unrealistic targets.

I have no hesitation in recommending Nick Jervis and his company enthusiastically and wholeheartedly (my only reservation is that if too many other people get to know about him it may make life more difficult for us!).

Chris Carter, Carter & Carter Solicitors

Before the meeting I thought the fee was too expensive but was persuaded to go ahead by the no quibble money back guarantee. In my book that shows someone who has confidence in his own service. And I was not disappointed! Within 15 minutes of meeting Nick I realized his fee was real value for money. He opened my eyes to the steps I could take that would make a difference. If you want to spend a day at the end of which you’ll have an action plan with the tools and precedents to kick start you into activity, then Nick is the man for you. If you want to spend a day achieving nothing then he’s not!

Elizabeth Kingsley-Smith – Kingsley Smith Solicitors

The decision to involve an “outsider” in the running of our firm was a big step for us to take. The thought of giving someone the opportunity to potentially criticise your efforts is never easy. We are however delighted to say that working with Nick has been refreshing and enlightening.

His knowledge and understanding of the nuances of a legal firm has enabled us to work in partnership to improve the marketing of our practice to both new and existing clients alike. Many of his ideas have been simple and relatively inexpensive to incorporate.

We have no doubt that our partnership with Nick has improved the profile of our firm.

Pearson Rowe Solicitors

We were unsure of the benefits that might accrue from the Hidden Profits Discovery Day and concerned that the day would peter out. We were also suspicious that we might find that we would not be able to take advantage of what might be on offer. However, the day was pretty much full-on and we had all of our preconceptions overturned.

The three biggest benefits of the Hidden Profits Discovery Day were that:

We are now putting more concentrated effort into marketing

We are producing much improved decision-making on our marketing ideas

Our business plan has more focussed marketing objectives than previously

It is a worthwhile investment if you are serious about improving the marketing of your business.

We particularly liked Nick’s honest and open approach to the whole subject and the fact that he is prepared to ‘tell it like it is’. Nick’s experience with this area of the law was invaluable and saved a lot of time. He provides a refreshing way to look at marketing and a practical way of doing things better.

Our investment has already been repaid and we fully expect to cover the cost many times over.

Bakers Solicitors

Tim Bishop

When I started receiving Nick’s advice on pay per click advertising, I followed some of it [with a considerable degree of success] but really didn’t think it was necessary to follow it all. Well, not for the 1st time, I have had to eat my words. In the last year or so I have mended my ways and now follow Nick’s advice to the letter. The statistics speak for themselves.

In the period 19/6/10 to 18/7/10 my monthly pay per click campaign cost me £1,831.58 [that’s 735 clicks at an average of £2.49 each]. I thought that was pretty good. However, since taking on all of Nick’s advice, the identical period this year saw a massive improvement in broadly identical campaigns – 1,078 clicks at an average of just £1.64 each, totalling £1,764.77.

So not only have I saved myself over £50 every month, but I also get almost 50% more clicks! That’s what I call a result – well done Nick!

Tim Bishop, Bonallack And Bishop Solicitors

1. What made you decide to attend a Steady Stream Of New Clients Meeting?

I was suitably impressed with the various emails that I received giving Solicitors marketing advice. In addition once i became a member of Marketing4Solicitors i found a wealth of marketing information from someone with enough experience to know what works and what does not work when marketing a Solicitors Practice.

2. Are you glad you attended? If yes, please explain why.

I am delighted I attended the meeting. I found the advice both relevant and practical in relation to my goals for the business.

3. Any other comments?

I am delighted with the expert guidance and advice which Nick has provided ranging from advice on the proper format of print advertising, cross selling of services to the many other services he provides. His enthusiasm for marketing is infectious and his ideas and advice are well thought out and relevant. I have no doubt that his advice and guidance will prove beneficial to my business going forward.

Patrick O’Hare – Paschal O’Hare Solicitors

Nick has a wealth of practical experience in helping solicitors to generate the kind of business they seek.

In the increasingly competitive post-ABS world, marketing is becoming a vital issue not just for growth but the very survival of many law firms.

Nick is a really cost-effective resource to help guide law firms through the coming business environment.

Martin Wyatt

Up to 2009, our marketing strategy amounted to little more than a brass plaque and an advert in Yellow Pages. Whilst this had been perfectly adequate in the 1990s and before, we were beginning to notice that it was no longer paying dividends. Our fee income was starting to dwindle. We contacted a friend of ours who had already used Marketing4solicitors, and were introduced to Nick Jervis. For the next three years we received invaluable advice from Nick. We totally revamped our website and started a Google Pay Per Click campaign. We revised our office and reception area and joined networking groups. We started a regular campaign of e-flyering our clients, and built up a substantial database. We contributed articles to magazines all over the internet, began an active blog page, got onto Facebook and Twitter, and improved our customer capture procedures. Within a few months our fee income had begun to rise sharply, and we began to see a substantial increase in new enquiries. After a few years we merged with a larger firm, but there is no doubt that we would have been of little interest had we tried to continue without the benefit of Nick’s advice.

Consultancy Client – Anyonymous

1. What made you decide to attend a Steady Stream Of New Clients Meeting?

Always happy to find out if someone else has a fresh view on the age-old problems of proffessional firm management.

2. Are you glad you attended? If yes, please explain why.

Yes, good meeting, firmly grounded in ‘do-able’ actions rather than the creation of some grand – and unfeasible – masterplan.

3. Any other comments?

Very worthwhile meeting. Nick was enthusiastic, fast paced and set-out a clear series of steps to be taken and a sensible plan to achieve them. Nick is refreshingly free of management-speak, invigorating and reassuringly demanding.

David Edwards, Managing Partner, Burt Brill & Cardens

Nick Jervis’s Golden Rules of Marketing4Solicitors Webinar is interesting, entertaining and motivational. It has spurred me to action, and I’m excited about putting it into practice.

Andrew Park – APP Wine Law

Before I joined Marketing4Solicitors I thought it would be really expensive and that I would be tied into something long term, oh and that it would be geared towards the big firms.

It is a very reasonable cost for what is offered and provided, plus the help has been very much tailored towards the set up that I have here, ie one man and his old english sheepdog.

The three biggest benefits are that:

The real impression that someone was on board to provide me with a much needed ‘outside looking in’ perspective on what I was doing and how to change that for the better

the precedents, which I can adapt if needed

the knowledge of how to maximise internet potential eg writing articles, add pages of information.

I would tell any solicitor considering joining to join without hesitation! I fully expect to make a return on investment although I have no idea as to how much at this time.

David Madams Solicitors

I have over the years dealt with many people who profess to understand how to market legal services without really understanding how the profession works. I found it very refreshing not only being a solicitor and knowing how a legal practice operates but also you have a very sound grasp of the various marketing strategies which work within our profession. You came very highly recommended by, a friend of mine, Tim Bishop who to put it bluntly does not suffer fools and he speaks very highly of you. It was as a result of that that I contacted you and I have been similarly impressed by firstly the wealth of information which is on your Marketing4Solicitors website and the numerous downloads which will provide me with invaluable tools to market my practice.

Your one hour telephone consultancy was very informative. In a space of an hour you gave us a very good grasp on search engine optimisation and removed a lot of mystique around the same. We now feel confident that we can implement a lot of the strategies ourselves as a result of your advice. I would not hesitate in recommending you to other solicitors although unfortunately it will not be to my competitors.

Denis Stevenson – Rowlinsons Solicitors

Dear Nick,

Before I joined Marketing4Solicitors I had concerns because of people I have hired in the past (at some expense) for marketing advice whose advice and material I found ineffective. I was also concerned that by subscribing there would then be pressure to purchase other services and material and without spending additional money the M4S membership would not be that useful.

I honestly think joining M4S has been the best thing I’ve done in terms of investment in marketing. I find all of your material very thought provoking. You provide us with templates and very specific tips but in addition if someone fully absorbs what you have to say then it changes the way we think about our practice specifically and marketing generally. I found your recommendation of Michael Gerber, whose books I’ve since read, particularly instructive and any solicitor (or any business person) would gain a lot from his books about how to organise a business.

The biggest benefits of membership of Marketing4Solicitors are:

The information provided is very focused and very well explained – its practical and can be put into practice by any solicitor immediately;

The interaction between you and your members is very good and I like the way I can contact you with questions;

I find that your regular blogs and updates keep me motivated; and

What you present us with gives us all we need to put together a complete marketing strategy, rather than just get a couple of techniques for increasing business.

It is impossible to quantify the likely return on investment because I don’t think there’s any limit to the extra income which can be produced from a strategy inspired by your recommendations. I’ll be disappointed not to have doubled my turnover in the next twelve months.

Especially with your recommendations on writing (client guides, articles, blogs etc) there’s no limit to the depth of what you can do to market and improve your practice. It’s something that will grow organically (and at little expense) over time. I particularly like the way that your strategies are not based on ‘selling’ as such but by lead generation and ‘serving’ prospective and current clients.

Regards, Simon

Simon Newman

N A Commercial Solicitors

I find the M4S, materials and toolkits very practical and useful and a month after signing up I have made significant progress: written up some case studies, requested some new testimonials and drafted the core of what will be my new website. I am now contacting web designers armed with the confidence that I know what I want to achieve and what functions the site will need. This is a break through, as I have for the past 2 years planned and researched sporadically but always got stuck before getting anything done. Many thanks.

Marie Huntley, Huntley Legal

Your Marketing4Solicitors has been very helpful and informative and I would certainly recommend it to other solicitors.

Helen Rowett

My chosen field of Personal Injury, has for many years been fiercely competitive, against a backdrop of intense Defendant lobbying, bringing downward pressure on costs. Changes in the regulatory framework herald further pressures on time, and the advent of Alternative Business Structures is an unknown quantity, but will surely bring the risk of Big Business with its big budgets and slick advertising, to a place near me, trying to sweep up my potential clients. I have been in business 38 years and the challenges are greater than ever, but as I could not even sell a refrigerator to an Eskimo, even if I had the time, I decided help was needed.

On approaching Samson Consulting, I was struck by Nick’s energy in presenting his ideas in a readable, matter-of-fact format, in which he displays on one hand, an uncanny knack of fingering the obvious (to a 5 year old, but not to a practising Solicitor) marketing opportunities that are there for the asking, but at the same time displaying a depth of proven experience and originality of approach in real-world or Internet marketing, with an enthusiasm that is both infectious and confidence-inspiring in these most challenging times.

Rob Ashton, Personal Injury Litigation Consultant

Thanks, Nick, for constantly reminding us to send emailing to our clients and contacts. I recently sent one about the need to have a Will, popped out for an hour and returned to 5 emails from people wanting updated or new Wills. It made my day! We will now be sending regular emails to all our clients, prospects and contacts as we now realise this really is a great way to ‘increase solicitors’ profits’! Thanks again.

A Satisfied Marketing4Solicitors Member

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-

  1. The free information you gave was very detailed;
  2. Your regular emails kept your company in my mind;
  3. Since joining your site the information was been good and well structured; and
  4. 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

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

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

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

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

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

Great value for money.

Jemma Lloyd Solicitor Direct

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

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

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

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

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

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

Clever and intelligent without any nonsense.

A very helpful and enlightening service.

Donald Maloney

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

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

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

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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