Turning Down Clients And My Breakfast Meeting Today.

I had breakfast with my estate agent friend this morning, in our local Weatherspoons (classy eh).

I think that’s quite impressive. I have just written one sentence and you have judged me twice already; having a friend who is an estate agent and eating in Weatherspoons. You can say that you didn’t judge me, but I know you better.

However, let me try and justify this, to make me feel better and you see me in a better light.

First, Weatherspoons; it is the only warm coffee shop in Nailsea. All of the others insist on freezing their customers, and it is a cold, wet, windy June day.

Second, the estate agent. He is not your usual estate agent. He turned down an instruction, what more need I tell you?

Most estate agents that I have met will take on all and any instructions, not my friend. He only works with straightforward vendors and he will go ‘all out’ to make sure he gets the best price for their properties. This vendor, for various reasons, was far from straightforward, so he politely declined the instruction.

What a clever chap.

Saying no to clients who are not a good fit is a very sensible thing to do. You will know yourself that you have often said yes to clients against your better judgment only to then spend months or years regretting the decision. These are usually the same clients who negotiate your price down to the bare bones too.

Knowing who your ideal client is is an essential part of growing a successful law firm. Acting for everyone is a certain way to lead to frustration and angst.

I know my ideal clients, and generally they fall into two categories when it comes to working on a one to one basis:

  1. An existing law firm with a sole decision maker who wants to grow their practice quickly; or
  2. A start up law firm that wants to hit the ground running and attract clients quickly.

Do you fit into one of these categories?

If so, why don’t we have a chat?

Feedback received this week about my More Clients Strategy Call:

"Very helpful and Nick went straight to address the issue I had. I was expecting a hard sales pitch, and was surprised and delighted not to get that. I got some clear pointers as to the next steps I should take (without charge) and a useful personal introduction. Try the 30 minute call, you may be pleasantly surprised."

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Law Firm Marketing

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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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