Great Legal Marketing

Personal Injury Marketing News of the World Style for Solicitors

2010-12-07T12:05:00.004Z

I revisited one of
my old contacts who has a couple
of lead generation websites this week.

And boy are they different to most solicitors
websites that market.

Referral Systems For Solicitors

2010-11-25T12:35:00.000Z

Employment Solicitors Use Facebook Stories To Get New Business

2010-11-10T10:09:00.000Z

Here's another story to repurpose
if you are an employment solicitor.

http://goo.gl/BMSUJ

Remember you can swipe news stories
and repurpose them in many ways...

Your website/press release/email to clients
newspaper/ radio/direct mail/audio/video

Marketing Ideas - Joint Venture For Easy Profitsmarketing

2010-11-05T12:52:00.000Z

Joint Ventures with marketing partners are
a goldmine waiting to be discovered.

Thompsons solicitors do it with the teachers' union
NASWT. And they are on to a good thing.

You see someone else has paid for
the marketing to get clients for Thompson (the NASWT)

They've developed a trusting relationship. (NASWT news)

They are ready to endorse you.(NASWT mailing)

So all Thompsons do is make it easy, make it profitable
and guarantee a benefit.

Check this out and swipe it for yourself.

http://www.greatlegalmarketing.co.uk/solicitor_joint_ventures

You may not be ready to take on a 200,000 strong union
but you might be able to work local/regional partners
without batting an eyelid. And a warning...don't have one partner
and expect 100 new clients a month.

Get 50 partners and expect 2 new clients a month from each.

It's realistic, it means not all eggs are in one basket and
for most firms it'll mean gradual growth which is more
manageable.

Who has clients like your best clients? Talk to them
and maybe make it reciprocal...it's F-ree marketing.

Google Places Changes - What to Do?

2010-11-02T11:37:00.000Z

Ok, by now you may be getting more website visitors. Or fewer.

That’s because Google changed the way it delivers search results for local listings.

For businesses that have a local angle, (like yours) the Google search results are now a blend of sponsored listings,

(at the top) Google Places and organic results.

If you’ve seen a decline in your rankings you need to get back into the game by adding to your online strategy.

Much of what you do now has to be part of a strategy and one that you keep reviewing.

Here are some things you should do.

* Make sure you are listed in as many of the directories that Google takes information from as possible.

* Get links from quality local websites that feature in your locality.

* Utilise a broad spectrum of social media. Video, articles, and quality content to create a deep internet profile.

* Include relevant Places categories in your listing. E.g. Conveyancing, Wills, Probate, Divorce etc

* Utilize long and short tail keywords, while avoiding duplication of keywords.

* Create customized fields and informative business descriptions that utilise relevant keywords for your Google Places Listing.

* Use photos and videos on your Google Places listing.

* Fill out all applicable fields, including Hours of Operations, Payment Methods, and Service Areas.

* Utilize Google Places Posts to keep information fresh and relevant.

* Encourage online customer reviews (be aware of what sites are feeding reviews for solicitors into Google Places).

* Respond to Google customer reviews through Google Places.

* Ensure that your Google Places flag is located in the proper spot.

* Add coupons to your Google Places account

* Try out Google Adwords if you haven’t already and start small and track results.

* Check your Google Places quality against the guidelines Google gives (link below)

http://www.google.com/support/places/bin/answer.py?hl=en&answer=107528&rd=1

What Else Should You Be Doing?

Reviews of business are now on view so make sure you manage your online reputation.

What to do: Build your reviews as soon as possible.

Initiate a customer testimonial scheme on various online profiles.

Monitor your profiles regularly and respond to any issues that arise;

Come up with a strategy to improve your online reputation and profile, even if it’s already great.

Search for your keywords e.g. solicitors Reading

See who is ranking well. Where are their reviews from?

Get your clients to review you in the same places.

You may want to have a computer in your reception for all your clients.

They can then rate you on various different review sites such as Google/Qype.

Strike while the iron is hot.

PS here's a great book I recommend

Google Places Just Changed The Ball Game For Solicitor Marketing

2010-10-29T16:19:00.000+01:00

.is Google bringing in Google Places info
into the organic rankings? It looks like it.

http://www.greatlegalmarketing.co.uk/Law_Firm_Marketing_Videos_Resources

Watch the video

Maybe this is a Google test or maybe it's permanent.
This has just changed the ball game if it's permanent.

Next week I publish your action plan.

PS my top colleagues in the US said to me..
"we're still thinking about the implications."

Solicitors Must Market In Sequences So People Buy When They Are Ready

2010-10-29T14:29:00.000+01:00

I have several clients that are not solicitors.

And one of the biggest transformations in their
profits happens when they

market in sequence.

Even if you only have an email marketing
sequence you will find it highly profitable.

That's because people buy when they want to buy,
not when you want to sell.

The thought of a marketing sequence may daunt
you, (or not) depending on your experience.

But let me tell you that it is possible to do
a basic (email) marketing sequence for a service
relatively iinexpensivey yourself.

This is why it is so important you watch
the two videos I have recorded for you.

Marketing Sequences Videos are on the website.

If you want more information on this subject
let me know.

Remember there's always more at
www.GreatLegalMarketing.co.uk

New Tool From Google Helps You Shorten URL's for Twitter

2010-10-27T16:32:00.000+01:00

There's a new tool from Google.

It's http://goo.gl/

It will help you shorten URL's you want to post in Twitter
and elsewhere.

It's going to be a shorterner that's likely to stay working
for a long time. And you can also get some analytics on how
many time the shortened URL is clicked (linkalytics?)

Personally I'll be using it.

It makes this solicitors firm from Bournemouth's website http://www.SolicitorsInBournemouth.com into
http://goo.gl/Oqop

Do People Like You Enough To Buy From Your Law Firm?

2010-10-24T14:19:00.001+01:00

When you asked your significant other half out on a first date
what was the most important thing?

Was it whether they liked you?

Or whether they trusted you?

And how about your prospective clients?

To read more and maybe review the way you sell?

http://www.greatlegalmarketing.co.uk/sitedata/Misc/Do-People-Like-You.pdf

Yellow Pages Adverts For Solicitors - Make Them Great

2010-10-21T14:19:00.002+01:00

You've heard the news about Pre-Nuptial agreements?

It's all over the place. Radio, TV, online.

If' I'm thinking of a pre-nup because of all the media
exposure and I type into Google

Prenup + Solicitors + YourTown

Would I get you?

It took me 7 minutes to swipe the story from the Telegraph,
rewrite it and put it on a law firm website.

It would probably take you about 10 minutes to do the same.
(or get someone else to do it for you).

Even better - do a video you might make it to page one on Google.

And then you can send it to the local media as a press release
too.

What get's me is that the highest ranking real solicitor for the Google
search pre nuptial agreement solicitors is none other than
Bishops Law...a subscriber to this newsletter.

This systematic use of big stories and putting a local spin on things
can really pay dividends. Google loves local and original content.

It takes a few minutes to do it as most of the hard work has been done
for you by journalists elsewhere.

Hope this helps...

Co-operation not Competition works for Law firms

2010-10-12T11:38:00.000+01:00

Just put an idea about making more from conveyancing.
(For conveyancing solicitors it's here http://www.greatlegalmarketing.co.uk/free_legal_marketing_ideas

My daughter came home from school (she's 4 and a half)
upset she hadn't won a prize in a drawing competition.

In her words, she had lost.

And it's not just 4 year olds that are made to feel like losers when
they don't get something.

"Why should I bust a gut, I'm not a legal partner
so I ain't gonna earn more out of doing this!"

That's something you hear in all firms.

It made me think of the "up or out" system within law firms.

If you are good enough you make partner and share in the success.

If not, you're part of the "rest".

At least that's how it seems to many people that work as lawyers or as
support.

If there's a “them and us” culture in your firm it means that people are not co-operating.
It's more likely that they are competing.

Many people assume wrongly that competition brings out the best in people.

And the Darwinian "survival of the fittest" is often
used as a scientific justification of this type of approach.

But does competition really help your law firm internally?

When someone wins - someone loses.

And 99% of people have been taught they
if they are not winners they are losers.

And if you lose how does it affect you and your staff?

If the answer is negatively then you are duty bound to find an alternative.

And that is co-operation.

* Co-operation is win/win.
* It's coaching staff so that you can transfer knowledge
* It's finding best practise and disseminating it,
* It's scheduling work so that everyone gets interesting things to work on.
* It's not having favourites
* It's saying someone is different not better,
* It's helping not hindering.

Think about how Amazon allows co-operation between store owners and buyers.
Or how Linux allows programmers to co-operate on open source software.
Or how Betfair lets punters bet against each other.

There's an old football saying that there is no i in team.
So if you aren't referring internally, working with business as partners
or simply taking the time to help each other
then you are probably over-competing.

Try a bit of un-learning.
Try a bit more co-operation in your law firm.

Put on your next management meeting the words...

How Can We Co-operate More In Our Firm
And Externally With Partners To Make Our Business Win Win?

And make sure you invite all staff to contribute with
their ideas as to how you can market your solicitors firm better.

PS It is not the case that Darwin coined the term "survival of the fittest".

When you think about it, his theories demonstrated that by co-operating
in distinct niches animals had the best chance of surviving.

It was the exploitation of these niches that was observed.

What co-operative niches can you law firm thrive in?

Conveyancing Tips from Bournemouth Solicitors

2010-10-08T13:41:00.003+01:00

I like the way that this Solicitor from Bournemouth has
started to use video.

He's quickly ranked on Google for Solicitors Bournemouth and made
his text come to life by recording a screen cast.

Yellow Pages Mistakes

2010-10-07T11:30:00.000+01:00

Lots of firms are re-examining Yellow Pages budgets.

I’m sure you’ve read this page on my website about Yellow Pages adverts.

http://www.greatlegalmarketing.co.uk/yellow_pages_mistakes_lawyers_make

And you've read this page

http://www.greatlegalmarketing.co.uk/lawyer_advertising__getting_results

Leet me ask you.

Have you done a Yellow Pages advert in the past?

What response do you get?

What cost per lead is it giving you?

If it’s good then safe to stick with the advert if all is well.

But if you don't track your response - PLEASE start doing it with all leads you get.

But if you're looking at your first YP advert or you aren’t happy with your existing advert here are some quick thoughts.

You probably need a better headline than the one you have and ideally a unique one.

For example, I recenlty looked a a firm's website and advert and could only find one unique point.

It was hidden away.

And it was to do with evening appointments and the offer of convenience.

So you could do a main headline..

Who Else Wants A Solicitor That Visits Your Office Or Home?

That Let’s You Try Before You Buy.

With a sub headline....

And Guarantees You Can Meet Up When You Want To,

(not squeezed in to your lunch hour!)

Which could then have some body copy...

At XXX Law we know that our clients want fast results. But they don’t want to be rushed.

We’re not your usual nine to five solicitors that are difficult to get hold of on the phone (and then charge you for every minute we help solve your problems.) We know you come to us because you have to. Which is why we will arrange to see you at home, at your office or in the evening . Basically when it’s convenient for you.

__________________________________________________________________

You probably need better images in your ad.

Their images didn't really do anything. They were typical handshake, keys, house artwork.

I suggested they'd be better off using any logos such as APIL, SRA, Law Society etc. Or use a picture that relates to time and convenience.

Or publicise a confidential 24 Hour Divorce Information Line.

(Here's an information line number for a newspaper I did

Call 0843 218 3542 to listen)

_____________________________________________________________________

They had no guarantee in the ad. You ideally need a guarantee – although No Win – No Fee could be used better and bigger and made into something.

______________________________________________________________________

They had simple spelling mistakes.

You probably need someone to check the spelling (or read it backwords to do this yourself)

__________________________________________________________

They needed at least one testimonial that was relevant and “XXX Law saved me £17,000” variety rather than the good guy variety. Read this page on testimonials...

http://www.greatlegalmarketing.co.uk/testimonials_where_to_use_them

_______________________________________________________________

They needed to have a call to action highlighted which could be...

30 minute consultation worth £147 free when you mention this advertisement.

I hope they get a better advert designed. And track the response.

PS if you want a trackable phone number let me know. It's vital to monitor
the success of otherwise of your marketing channels.

The company I use are http://www.admeter3.co.uk/
Once again..if you give them my name you'll get special rates
because they want to have a few solicitors on board as
testimonials.

Solicitors Can Market Even When Not At Work

2010-10-06T12:43:00.002+01:00

I'm deliberately sending this out on Wednesday at 11.50am

It's the best time to get emails opened.

When I send out on Friday I get mainly out of office emails..

Out of office emails. Don't you just love 'em?

A they a great marketing legal marketing tool?

Not if this is anything to go by.

* I am out of the office today the 13th September. If the matter is urgent please contact...

This says to me, "I couldn't be bothered to stamp my personality
on my emails or at best, I hadn't thought about it."

But then I got this reply from Richard Davies and thought
ah...there's someone that's taken a bit of time and effort...

_______________________________________________________________

Thank you for your e-mail. Please note I will be out of the office until 6th September.

I will be checking e-mails periodically during this period but in the event of any urgent matters please e-mail one of the following:

For general and conveyancing enquiries e-mail Irene Campbell - irene at rbmdavies.com

For divorce and family law matters e-mail Jane Young - jane at rbmdavies.com

For probate, wills and Court of Protection matters e-mail Andrew McLoughlin - andrew at rbmdavies.com

or telephone the office on 0151 336 6611.

Richard B M Davies
RBM Davies & Partners LLP
__________________________________________________________

And here's something from Fishers, it's a mini
events guide on their out of office emails...

WHAT'S ON:

Sunday 19th September 2010

The Melbourne Festival - Fishers Solicitors continue their partnership with the Melbourne Festival. Running from the 11th to the 25th of September, the festival brings together performances of music, drama, poetry and comedy with the best local art and architecture. Fishers will be hosting a stand on Sunday 19th during the Art and Architecture Trail, come along and say hello and join us for a glass of wine.

Thursday 30th September 2010

Leicester Business Event 2010 - Fishers will be exhibiting at LBE10 at the Walkers Stadium. Visitors get free entry so why not take the opportunity to come along and chat to some of our lawyers.

Thursday 30th September 2010

Ashby Trade Fair - Fishers will exhibiting at the Ashby Trade Fair. This is a great opportunity to meet other local businesses in the Ashby de la Zouch area. If your business is based in Ashby come along to Hood Park Leisure Centre between 12pm and 7pm and meet some of the team.

Can you try something friendly...

_________________________________________________________________

Thanks for emailing me. I'm with clients
all day helping them with their divorce cases.

If you want an update on yours feel free to call me
between 4pm and 5pm Monday to Friday on 0844 502 1631

If it's really urgent and can't wait
then please text me a short message with
what's urgent on 0795 1284875.

If you want to know anything about the divorce process
and how I can help you please download my free guide here

Remember to change your Will when you get divorced.

For other legal solutions please get in touch with...etc.

______________________________________________________________

If you have 10 out of office emails a week that's 500 ways
to cross sell other services a year. Multiplied by how many members
of staff you have. And it's gratis.

I would be gobsmacked if you don't pick up at least ONE
NEW CLIENT.

PS, please do this...it is so easy. And change it from
time to time so you sound human!

PPS is it Yellow Pages renewing time? Are you going to need
a trackable phone number (you must). Get one from me - just ask!

Solicitors In Bournemouth

2010-09-29T14:07:00.002+01:00

I saw this rather good solicitors website. It's one of the first to use a trackable phone number that I've seen. If you want a good example of someone doing something different check out this solicitors in bournemouth website.

Direct Law founder talks about online legal services

2010-09-24T12:46:00.002+01:00

Remember the days when you used to call
a local insurance broker?

And they'd call around looking for some good car insurance
or house insurance for you?

Or when you used to call the airline
and ask about flights by phone?

Seems a long time ago. But it isn't.
Probably less than 10 years.

(check out today's interview here)

Imagine then that someone calls you
and you don't offer the prospect the option
of completing their Will online?

You've had a chat on the phone
and you know they just need a simple
Will...and all they have to do is fill in the blanks.

Are you still going to send them a paper survey, or spend
time on the phone going over the details?

When you can fix the price for them, capture their email,
send them a link where they can log into your secure
website, fill in the blanks, and pay their money.

In about 3 minutes.

And still charge what the client is prepared to pay.

I've had a chat with Grahame Cohen, CEO of Direct Law.

I've put it on the website. Right here on
Solicitors Marketing Ideas Might be worth taking a look.

Because you don't want to miss this opportunity
for someone in your firm to become an expert
in delivering legal services in the way that
a large portion of your prospects want them delivered.

3D accident showreels for personal injury cases

2010-09-23T10:29:00.003+01:00

Video is massive and you need to use it
as much as you can.

Take this great service from
http://www.3daccidentreconstruction.com/3d-accident-reel/

What they do is reconstruct car/motorbike
accidents in 3D.

The outcome is a dramatic representation
of what was alleged to have happened.

How useful is this service?

Justin Adams of LA Media says that insurers
often settle before the case comes to court.

I'm not surprised. Ranging between £3.5 - £2k
these videos are powerful influencers
(already being used by top QC's).

It's a young company, but one which is going to be
big.

Check them out here

To email Justin use justinadams@LAmedia.co.uk.
They're based in Scotland.

PS remember that before and after video
in personal accident cases is also very powerful.

Google Places - You Must Have The Right Categories Listed

2010-09-22T11:25:00.000+01:00

Solicitor Marketing Ideas By Spying On Other Firms.

2010-09-22T10:36:00.001+01:00

Here are a few really practical
tools which can be useful on a day to day basis.

For spying on other law firms websites
so you can see their keywords and adverts
they are using on Google you can use Keyword Spy

Just as I did in this video http://screenr.com/cin

This is another cool tool

http://www.web2pdfconvert.com/

You can plug in any website URL
address and it transforms the website
into a PDF.

How cool is that? You can email your
website to clients!

Great for times when you want a hard
copy of a website to read on a train,
in bed (sadly) or on a plane. (Remember
you need to prepare to sell).

http://www.greatlegalmarketing.co.uk/LawyersThatPrepareWin

Another great tool is http://screenr.com/
as it allows you to produce screen casts
easily and for free. It's great for producing
You Tube videos which you can then embed
on your website.

Video is a great way for people
to understand what it is you solve.

Check out www.fsp-law.com
who use video to get them to the top
of the search engines and to help clients
see and hear what they do.

An alternative way of creating screencasts is
http://www.jingproject.com

I'd focus on the video stuff myself.

Here's how and why

http://www.greatlegalmarketing.co.uk/sitedata/Misc/10-Tips-for-Making-the-Mos.pdf

It'll work to get you new clients.

Hope it helps. More useful tools coming up in a few days.

Let me know how you get on.

Google Instant Gives Solicitors Marketing Ideas

2010-09-20T10:13:00.000+01:00

Google has rolled out an instant search mode that will display the top 10 search results as you type.

This is probably going to cause some changes in the way people use Google.

I played around with a "live" just to see what it does

check it out here http://screenr.com/Lin

Here's Google's reason for doing it and their video

http://www.google.com/instant/

If you see changes in your website traffic in the coming months, this could be the main reason.

As you can see the results when you type in the words, instead of scanning through the search engine result page (SERP) after each search, you are more likely to look at the top 3-4 results and then refine the search until they find what they want.
Might be worth optimising your website for some of the instant search phrases.

Here's my vid http://screenr.com/Lin

Solicitor Marketing - There's Riches in Niches

2010-09-06T22:13:00.000+01:00

It's always great to see a law firm
targeting a niche and understanding
that the more you give the more you get when it
comes to legal marketing.

Take a look at this lawyer in the US.
http://www.bedsorefaq.com/bed-sore-resource-center/

He focuses on care home negligence.

One of the specialities he has is
bed sore claims.

This web site is a fantastically detailed resource
for anyone that wants to know about bedsores.

Who are you going to use to make your
claim if you have a relative that has suffered
from bedsores?

Someone that knows their stuff or an amateur?

If I were a civil litigation solicitor or personal
injury solicitor I'd be tempted to register
pressuresore.org and do the same with a UK
website...

And I'd be looking at niches you can exploit because
if you have two clients of any one kind, i.e. charities,
schools, Supremely affluents etc then you
can create your own legitimate niche.

As Shaw Taylor (Police 5) said..

"Keep 'em peeled"

Professional Indemnity Insurance Solicitors And Life Changes

2010-09-03T13:27:00.004+01:00

I know that indemnity insurance costs have risen...in case you
didn't see it there's a new insurer on the market and the Law
Society have produced a guide to the subject...

http://www.lawsociety.org.uk/newsandevents/news/majorcampaigns/view=newsarticle.law?CAMPAIGNSID=419346

One member of this newsletter has used Connect2Law
http://www.connect2law.co.uk/
to successfully get P I Insurance. Might be another route for you?

Obviously insurance is a major issue for you. But what are major
issues for your clients?

Because major life changes can help you to market..

Things like;marriage, divorce, kids, buying a house,
retirement, selling a business etc.

Most people are going through these at any one time.

And they don't know that there are legal consequences.

So there's the opportunity to enter their "theatre of the mind".

This means that you enter the conversation that is
already going on in their heads.

It's much easier than butting in where you are not welcome.

Just make sure it's a laser targeted headline or
selling phrase you use when you engage them
by email, on the phone or by letter.

It still amazes me that solicitors don't make an offer for a new Will
with conveyancing EVERY TIME. Perhaps you might wait a few weeks/months
to sell the Will because a new house takes up most of
someone's brain for a while.

But plant the seed and then nurture it with a marketing sequence
over a few months and I bet
you'll get their Will sorted.

And if you find this difficult to systemise
why not automate the whole process?

A friendly letter/email and sms text twice a year
highlighting legal solutions to major life changes
would cost pennies but it's a nice reminder
and your clients will thank you for it.

If a garage can send an sms about an MOT
and a dentist can send a reminder about a check-up
couldn't you do the same twice a year about a
legal check up?

The more you help your clients the more they will
trust and like you. And the more they will buy.

And the principle applies to commercial clients
as well as private clients. The more you know about
their business the more you can provide solutions.

But if you don't ask regularly you will never know.

PS remember people buy when they want to buy, not when
you want to sell. That's why you have to be in constant
contact efficiently, in a valuable way, and systematically.
Ask me how if you want to! Visit Solicitor Marketing

Online Legal Services - Is The Time Now?

2010-09-01T10:33:00.002+01:00

I've been looking at how firms can offer something to sell to visitors to their websites.
After all, why not make money 24/7 right?

One thing that you can do is offer "backsourced" products such as Wills, where the client fills in the details and you check it over. It's how most of the car insurance industry now works.

(For an example of who does use it in the legal world visit www.Nelsonsonline.co.uk
Personally, online legal services are right for me as a consumer and I think there is a big market for them.

And I asked Tim Bishop, (who runs the Salisbury Solicitors firm Bonallack and Bishop) his views on the matter. (Tim's website is worth checking out - he know's where he's headed).

These are Tim's thoughts on online legal services
What do you think about online legal services Tim?
"I suspect it's likely that this method of delivering some legal services will become increasingly popular. However it's early days. I'm a great believer in not adopting a radical new method first I prefer to wait and see and let others go through the expense, the pain and the learning curve -- and if it looks like a winner then I'll happily come on board at the forefront of the second wave, learning from others' mistakes."
Do you see it happening soon?

"If this method of delivering legal services does take off -- I suspect it won't be tomorrow but the day after tomorrow. Law firms are a conservative market."

What mistakes do you envisage people making?

"I've spoken to at least one firm who just started taking this route -- I'm not sure that they have even the basic pricing right however. If I recall correctly they were doing wills the traditional way for about £95 pounds and online wills, with very little input from lawyers, for about £85 ."

" I don't see many clients choosing to go down the technological route, at their own risk when for another £10 they could get a lawyer to take the risk and do all the hard work. In my view to make this offer attractive, there clearly has to be a much bigger differential. But the problem for this particular firm I think is that they are significantly undercharging for wills in the first place."

What are the important things to consider?

"If the market is not ready for mass adoption of these sorts of services -- all we are doing in the short-term is cannibalizing our own market. I appreciate the risk is that non-lawyers to come into the market.

Here however I think is the crux of the matter. It is not so much delivery of service but control of the source of work. If solicitors can control the source work than they can, to a certain extent, control the rate of change in service delivery. Equally if the likes of, say Which, take control over the source of work for wills, that will allow them to start controlling the means of delivery.

How are you preparing for the future at Bonallack and Bishop?

"The central plank of my personal role [I no longer run legal cases] is finding ways of controlling the sources of work -- We will continue to deliver wills for the time being locally and in the traditional manner -- in fact we're coming up with various initiatives to significantly increase the number of wills we are doing and therefore getting people onto our private client database -- a critical move."
"The other issue is that I'm personally concerned about commoditized services -- where profit margins will be driven down and down again and the only way eventually of delivering them will be on a massive scale -- simply beyond most small and medium firms of solicitors -- more suited to the likes of Which or large insurance companies. My target is therefore the niche areas of law which are more specialized and labour-intensive where we are, as solicitors, much more likely to be safer from the likes of Which etc, and where we are likely to be able to continue charging a premium in at least the medium term."
Thank you to Tim for sharing his thoughts.

Tim's words about getting local people on to their client database is very
interesting. This is where online "backsourced" wills and working with
joint venture partners, such as schools, charities and media owners locally can be combined.

Are you looking at online legal services as a way
to capitalise on your website?

Let me know what plans you have or why you won't be doing it any time soon...

Turn Negatives Into Your Positives For Solicitor Marketing

2010-08-27T12:10:00.000+01:00

I was away for five weeks and
I only managed to get stung by a jellyfish once.

Now I have a free souvenir of my time in France.

I like to turn negatives into positives. It works well
away from the beach too.

Here's your new scenario....

It uses the law of Compare and Contrast.

It goes like this...a prospect has picked you out
of Google Local (he's searched conveyancing in Bristol)

"Hello just checking on Conveyancing Mr Smith, I've been
recommended to use Countrywide Lawyers by my Estate Agent
but I wanted another option. Could you tell me what you do.?"

"Sure, but first let me send you this link to the Countrywide reviews...http://www.ciao.co.uk/Reviews/Countrywide_Property_Lawyers__5658256

And here's a link to our videos.....

And by the way....we're independent of the estate agent
which means we work Exclusively FOR you."

Now let me tell you 3 things about us which make us unique...."

Do your staff answer the phone like this?

Remember....

To get someone to buy your conveyancing team you only have
to do the following;

Get someone to like you.
Be positive. Be friendly. Be Enthusiastic.

Get them to trust you.
Give them overwhelming proof, video, audio, written testimonials.

Help them understand what they'll get.
Explain clearly, give them guides and videos. Make
your service understandable.

Ensure they know it's a fair price.
Tell them everything you do for them, don't leave
anything out, even if everyone else does it, you've
got to tell 'em because they don't know.

Remember these are the reasons that people buy.

I like the seller

I understand what I am buying

I perceive a difference with this company

I believe the seller

I have confidence in him

I trust him

I feel comfortable

The price seems fair

I perceive this product will work for me.

I believe this sales person wants to help me so he can build his business.

Work your script around making someone feel great
about these things and you'll convert 50% more leads.

How can Law Firms Come Up With New Ideas?

2010-08-17T09:40:00.000+01:00

New ideas are a great way to compete.

New ideas are not about money. They are about innovation. And no-one has the patent on innovation.

Most of the business concepts we have are handed down.This means we are limited in our ideas by tradition.

But anyone can create a new world. It’s all in your imagination.

Let’s imagine you are going to be making a presentation about handling a large University property account.

You believe that you will have a good chance of winning the business if you really know what the client is thinking so that you can handle any objections. So you decide to use a prop that ensures the buyers WILL tell you what they are thinking.

You give the panel gavels that they can bang down whenever they have an objection or question.

You say to them, “You be the judge, if you have an objection or question, bang the gavel!”

* You get a clear signal that you have to communicate better or more or prove what you are saying.
* The audience don’t feel embarrassed about asking.
* They get a clear understanding and banish their doubts.
* They enjoy the process.
* They buy.

You can probably think of a hundred different analogies you can use in your law firm like this.

You don’t have to use all the ideas, (pick the best,) but the more you have, the better those you choose to implement.

Here's an example.

Imagine if all estate agents in your town would give a free will to all buyers and sellers written by your firm.

This free will is offered when the buyer/seller gets a conveyancing quote from you.

It’s promoted in every advert that the estate agent places and in every communication with buyers/sellers.

The solicitor gets more conveyancing, gets a relationship with the buyer/seller, sells more family law services via a marketing sequence and gets publicity paid for by the estate agent.

The Estate Agent gives extra value to potential clients.

All the solicitor does is provide the marketing materials to the estate agent. (Got to do some work you know).

Remember your imagination needs nourishment. Stand back once in a while from your day to day work.

Here’s another way to come up with ideas.

Check out this page

Do you know Einstein imagined what it would feel like to be a light particle travelling through space? He came up with the theory of relativity based on his feelings and imagination.

PS, I’ve mentioned it before. Michael Michalko’s Book “Thinkertoys”
is a book that helps feed the imagination.
If you have children or an enquiring mind you will love iit.

Solicitors - Have You Protected Your Relationship with Agents?

2010-08-10T09:35:00.000+01:00

Some people are worried about
Tesco Law and the Co-op stealing
business away.

But there's probably a different threat.

Complacency.

You see a company is signing up estate agents in your area
and getting their conveyancing leads. They might
only be at 2.5% of the English market but I expect
that to rise.

What are you doing to protect your leads from Estate
Agents and mortgage brokers. Are you complacent?
Do you know enough about what
your agents want? Are you proactive?

Could you outsource your conveyancing to this growing firm?

Find out what commercial director of myhomemove.com said
when I interviewed him earlier this week.

Here's the interview

http://www.greatlegalmarketing.co.uk/sitedata/Misc/myhomemove_interview.pdf

Niches for Solicitors - Can you exploit yours?

2010-08-09T09:33:00.000+01:00

It's always great to see a law firm
targeting a niche and understanding
that the more you give the more you get.

Take a look at this lawyer in the US.
http://www.bedsorefaq.com/bed-sore-resource-center/

He focuses on care home negligence.

One of the specialities he has is
bed sore claims.

This web site is a fantastically detailed resource
for anyone that wants to know about bedsores.

Who are you going to use to make your
claim if you have a relative that has suffered
from bedsores?

Someone that knows their stuff or an amateur?

If I were a civil litigation solicitor or personal
injury solicitor I'd be tempted to register
pressuresore.org and do the same with a UK
website...

And I'd be looking at niches you can exploit because
if you have two clients of any one kind, i.e. charities,
schools, Supremely affluents etc then you
can create your own legitimate niche.

As Shaw Taylor (Police 5) said..

"Keep 'em peeled".

Solicitors market to the theatre of the mind...

2010-08-04T09:38:00.000+01:00

I love it when someone ACTS.

Not as in the thespian way, but in the
genius way.

Remember I talked about I-Sold (Tesco)
using handwritten postcards to target
house sellers?

(It's here)

One of the Great Legal Members
didn't do what I suggested (try the same
for conveyancing) but did do an alternative.

He's selling Wills by recognising that the
house seller is having a major life-change
and it's a good time to get a new/updated will.

Do you systematically market to people undergoing
major life changes?
Things like;marriage, divorce, kids, buying a house,
retirement, selling a business etc.

Most people are going through these at any one time.

So there's the opportunity to enter their "theatre of the mind".

This means that you enter the conversation that is
already going on in their heads.

It's much easier than butting in where you are not welcome.
Just make sure it's a laser targeted headline or
selling phrase you use when you engage them
by email on the phone.

It still amazes me that solicitors don't bundle a Will
with conveyancing EVERY TIME.

But maybe you do?

Useful Tools for Solicitors to Market and Sell With

2010-07-30T09:31:00.000+01:00

Here are a couple of really practical
tools which can be useful on a day to day basis.

http://www.web2pdfconvert.com/

You can plug in any website URL
address and it transforms the website
into a PDF.

How cool is that?

Great for times when you want a hard
copy of a website to read on a train,
in bed (sadly) or on a plane. (Remember
you need to prepare to sell).

http://www.greatlegalmarketing.co.uk/LawyersThatPrepareWin

Some people even download all my website
and read it offline to find out how to do things or
come up with new ideas.

Another great tool is http://screenr.com/
as it allows you to produce screen casts
esily and for free. It's great for producing
You Tube videos which you can then embed
on your website.

Video is a great way for people
to understand what it is you solve.

Check out www.fsp-law.com
who use video to get them to the top
of the search engines and to help clients
see and hear what they do.

An alternative way of creating screencasts is
http://www.jingproject.com

If you want to work with things
which make your life easier here's a
good resource where you can find information.

http://www.c4lpt.co.uk

There's a list of the top 100 tools.

I'd focus on the video stuff myself.

Here's how and why

http://www.greatlegalmarketing.co.uk/sitedata/Misc/10-Tips-for-Making-the-Mos.pdf

It'll work to get you new clients.

Hope it helps.

Be Your Own Solicitor Firm Or Law Firm Marketing Consultant

2010-07-25T09:42:00.000+01:00

One of my members went through my website and found
47 things he could do to improve his business.

Which is why one of the first things I teach lawyers
is to be their own consultant and give as
much as I can so that you can do this

You see hiring in a consultant to help with marketing can be
expensive.

Because not all of them are value for money.

So why pay someone when all you have to do
is put on a fresh pair of eyes and see your law firm as a
prospective client?

Sounds common sense.

But as Oscar Wilde said, “the trouble with
common sense is that it is not that common.”

But here are some easy things you can do that will
help you identify and make changes for the better.

* Go through my website www.GreatLegalMarketing.co.uk
* Do an audit on your firm by downloading this and using it
* Ask all your clients how you can improve
* Ask all your staff how you can improve
* Swipe the best ideas from companies you like dealing with
* Make a general enquiry by email to 10 law firms in your area and compare responses and follow up.

You'll probably get 100 ideas.

Pick those that are best.

And are free.

Implement them and measure the results.

Solicitors Market With The News

2010-07-22T09:14:00.000+01:00

Here's something you can swipe and deploy
from last week.

It's a good example of how to combine
current news..i.e. recession with legal service i.e. divorce
and come up with an angle the local media like...

(remember local media like "if it bleeds it leads" stories.

You can easily rewrite this in about 20 minutes and email
it to your local newspaper and BBC local radio station.

Once you've got one story in - keep 'em coming
and pretty soon you'll be the legal expert for your town.

Why is it good to be the expert? Check this out.

http://www.greatlegalmarketing.co.uk/sitedata/Misc/How-To-Position-Yourself-A.pdf

Here's the story... below.

http://www.businessdorset.co.uk/90721/8247183

Cheer up! Things may be bad but at least it's a good time to get a divorce

Now could be the time for entrepreneurs to get divorced.

That’s the unusual advice from Ianthe Slinger, head of the family team at Letchers Solicitors in Ringwood, who says that the poor economic climate means that it’s cheaper for people who are in an unhappy marriage and who run their own businesses to untie the knot.

“If you’re going to get divorced, now is the time to do it – any divorce lawyer will tell you that,” said Ianthe, who read law at Cambridge and specialises in financial settlements for business people.

“If you’re a businessman with property, prices are down, borrowing is difficult – you’re more likely to keep your business. It’s an asset. If there is no value the wife cannot have it. If it has value who will buy it and how will they finance the purchase?” asked Ianthe.

Pointing out the financial benefits, she explained: “The court will look at income generating rather than value. When a husband wants to get divorced the wife looks to take half his business. But she will get maintenance. She can’t have both. This scenario happens in this economic climate.

“If a husband says his income is lower than it actually is then a judge will say sell the business.”

She added: “I open two to three cases a week – I have done 60 to 70 divorces so far this year.”

Ianthe, who has been practising for 11 years, trained in Salisbury and then became a partner at Frettens in Christchurch.

She says that in recent years the introduction of collaborative law “where people get round a table” combined with mediation have helped lower the cost of a traditionally expensive divorce.

____________________________________________________________________________

And if you can't think of ways to combine stories then get
creative with this article...http://www.greatlegalmarketing.co.uk/Ideas_For_Marketing_Legal_Companies

Or just buy Michael Michalko's Thinkertoys book

Solicitors and Lawyers Use Compare and Contrast To Sell

2010-07-19T09:20:00.001+01:00

Here's your new scenario....

It uses the law of Compare and Contrast.

It goes like this...a prospect has picked you out
of Google Local (he's searched conveyancing in Bristol)

"Hello just checking on Conveyancing Mr Smith, I've been
recommended to use Countrywide Lawyers by my Estate Agent
but I wanted another option. Could you tell me what you do.?"

"Sure, but first let me send you this link to the Countrywide reviews...http://www.ciao.co.uk/Reviews/Countrywide_Property_Lawyers__5658256

And here's a link to our videos.....

And by the way....we're independent of the estate agent
which means we work Exclusively FOR you."

Now let me tell you 3 things about us which make us unique...."

Do your staff answer the phone like this?

Remember....

To get someone to buy your conveyancing team you only have
to do the following;

Get someone to like you.
Be positive. Be friendly. Be Enthusiastic.

Get them to trust you.
Give them overwhelming proof, video, audio, written testimonials.

Help them understand what they'll get.
Explain clearly, give them guides and videos. Make
your service understandable.

Ensure they know it's a fair price.
Tell them everything you do for them, don't leave
anything out, even if everyone else does it, you've
got to tell 'em because they don't know.

Remember these are the reasons that people buy.

I like the seller

I understand what I am buying

I perceive a difference with this company

I believe the seller

I have confidence in him

I trust him

I feel comfortable

The price seems fair

I perceive this product will work for me.

I believe this sales person wants to help me so he can build his business.

Work your script around making someone feel great
about these things and you'll convert 50% more leads.

Solicitors That Market Persistently Win Profitable Business

2010-07-16T10:35:00.002+01:00

Thursday, 15th July. St Swithins Day.

My birthday. Again. I'm taking one year off my age every year from now. So today I am 41.

My mother phoned today of course. And told me...

"If at first if you don’t succeed, try again." And that made me think...

Persistency is one of the qualities you must have if you want to be great at marketing.

Because although you are trying to create a marketing system which gives you predictable and profitable results it will take time, effort and testing to get you there.

But don’t despair if your first efforts don’t pay off. Learn from them.

Just as Thomas Edison said, “I got it wrong 9,999 times in trying to invent the lightbulb...but I learned from every failure.”

The main thing about marketing is to know that just testing, tweaking and persisting in marketing will get results.

And sometimes changing the positioning of your service or product can have dramatic effects. Which is another reason to try new things out.

And inventing new products by amalgamating old products, or changing their name or offering them to a different niche.

You might take heart from the fact that well-known brands such as Timex, Kleenex, Q-Tips, or 7UP haven’t always been successful...

Timex was a failing company until their cheap watches were put on sale in, of all places, pharmacies. Their success is based on the fact that they tested new places to sell their products!
In the 1920s, Leo Gerstenzang saw his wife clean out their baby's ears with cotton balls stuck on toothpicks. He then got the idea to design cotton buds, which he originally called "Baby Gays" in 1926.

But it wasn't until he discovered that people were using his buds for different uses other than cleaning baby ears that he decided to change the name to "Q-Tips." After that, sales skyrocketed!
Kleenex was originally advertised to be used to remove make-up. But when it was discovered that people were using it to blow their noses, they changed their marketing and sales exploded almost instantly.
7UP was originally a means of settling infants' upset stomachs and then, as an adult hangover remedy. But when the makers turned it into a soft drink, it sales rocketed!

Testing is part of being committed to marketing. And marketing is about finding, getting, keeping and growing your clients.

So why is it that very few solicitors firms are members of the University of Marketing Stickability?

Remember most prospects have to hear about you, like you, and trust you even before they consider buying from you. And that takes time.

One way of using time well is by persistently offering high quality information that allows prospects to make an informed choice. This will help you convert prospects to buyers.

Some time ago I did a video about “marketing sequences” which is another way of saying persistent marketing.

You can see those videos here.

Part One - click here

Part Two - click here

It’s still relevant. And it will always be relevant.

Because most law firms give up after a couple of goes trying to sell.

People don’t buy when you want to sell. They buy when you are ready. And you had better be top of their mind when that happens.

One way of doing this automatically is by offering a free report on whatever subject interests your prospects. You get their email address and send a series of 5, 10, 20, or 50 emails with video explanations, testimonials, examples, offers , diagrams, recordings – a whole multi-media "preponderance of proof" that you are the right firm to solve the prospects problems.

Too hard for others to do? You bet.

Too hard if you’re not persistent? Golly gosh yes.

Too hard for you to do...? Maybe.

But if you want to be persistent with your prospects keep in touch with them with quality information...

Just like me...;-)

And if you got this far down congratulations on your persistency.

Legal Services Subscriptions - Solicitors Kill Bill By Hour

2010-07-13T10:53:00.002+01:00

I'm always on the lookout for
things you can swipe and deploy.

Here's one

http://www.boysandmaughan.co.uk/cms/document/EmployAssure_Flyer.pdf

It's simply a fixed fee employment law service
for small businesses.

Katie Marsh from Boys and Maughn who operate it told me,

"Each client proposal is bespoke and dependent upon factors such as their industry, length of trading and track record.

However, the annual premium is rarely more than 1% of payroll"

And

"One other local firm offers a similar scheme, but they lock their clients in for a minimum 3 year contract. We are so confident in our scheme that we only ask clients to sign up for 1 year at a time. "

Small businesses have to deal with employees.
They don't really have the expertise or time or money
to do it properly. And this is their "take my headache away" solution.

It's easy to promote this service.

PR in the local paper (every paper has a business
section), small adverts in the classified trades
section, Federation of Small Business, Chamber
of Commerce, direct mail to local small businesses
with 10 employees or less, radio spot, on your own
website, via Business Banking managers, accountants,
financial advisers....the list is endless.

Why not record an audio CD with information
on your service, testimonials and some great advice
and give it to the local business banking manager.

Tell them you'll co - brand it if they give it
to all their business clients.

And the great thing is that you can offer almost
all the documentation small firms need on line
which makes offering a subscription very profitable.

Even if you don't do employment law can you do
the same for other services by offering subscriptions?

Here's Tessa Shepperson's subscription site
for Landlord Law...
http://www.landlordlaw.co.uk/

How about Business Law, Property and even Family Law...

Is there a way you can do this?

Conveyancing Solicitor Goes Football Crazy and Scores

2010-07-08T14:37:00.002+01:00

Conveyancing Solicitor Marketing Again...

How can you get free publicity for your firm?

By making a boring subject a bit more interesting!

Thought YOU might like this story.

Here's the link...

http://www.cluttoncox.co.uk/site/ourservices/spurs_champions_league_.html
Those of you who have read Paul Hajek's profile will see that his ambition is for Spurs to win the Champions League within the Perpetuity Period ( a legal definition equivalent to 80 years)

I seem to remember he got publicity from the World Cup too.

Check it out here.

He just emailed the story to all the major news outlets in one email...job done.

Legal Marketing Partnerships with Schools

2010-07-06T12:01:00.002+01:00

I met up with a CEO of a law firm
a couple of weeks ago
and we discussed partnerships to get more
business.

I particularly like partnerships for marketing
because someone else promotes your services
and you simply return a fee or gift (only if successful).

So it's really low risk. (SRA dictats apply!)

And if most of the marketing work is done by the
partner then how about the legal work
also being "backsourced".

It could make for a really efficient, low cost
option of legal service, being promoted for practically
nothing and instantly profitable.

Let's take an example..(one that is being explored by one law firm.
(And one that I exploited locally for a French Language company).

Imagine going to every school in your county.
Getting them all to put an advert on their bulletins.
That says something like...

Do You Know What Happens To Your Children If You Die Without A Will?

Find Out By Calling Our Free 24 hour Recorded Message on 0844 502 1631 or visit www.yourlawfirmwebsite.co.uk

and each school had a
trackable phone number.

The caller hears a recorded message
and leaves their contact details.

And these callers are then sent an email/text
inviting them to a website where they can
do an online Will.

And these Wills were sold and completed online.

And the price was £47.

And £17 went to the school.

And you built up a Will Bank of 1000 clients
(10 per school).

(And got your picture in the local paper and on radio
handing over cheques).

And these 1000 people bought

100 conveyancing
10 probate
10 divorce

services each year.

And you did it for 10 years.

1000 Conveyancing = 500,000
100 probate = 100,000
100 divorce = 100,000

That's 700,000 Pounds.

And each of those clients referred one
other person over 10 years...(I expect a lot more).

That's another 700,000 Pounds.

£1.4M

And all because it's easy to promote with direct online sales.

Where the client does the work.

As Danny Zuko (Grease) sang...

"I've got chills...they're multiplying..."

PS, You repeat this process with charities,
large employers, local authority etc.
Once you have a system in place
it's replicable. -

Want me to help you?
I will if you want to give this a go.

Swipe and Deploy Tesco marketing for legal marketing success

2010-07-02T12:06:00.001+01:00

Can You Swipe And Deploy Tesco Marketing?
I live in Reading and Isold – the virtual estate agency from Tesco have started to market through the local newspapers.

They have taken a direct marketing approach that will work with some house sellers.

They have used handwritten-style notes to entice vendors to find out more.

The handwritten note is genius.

Not for the handwritten font...but the fact that they are doing it.

Because action is genius.
It's something you can copy.

The SRA ethics guys said it was ok to do...
(I phoned them).

The cards and the story is here...

http://www.greatlegalmarketing.co.uk/free_legal_marketing_ideas

Selling Legal Services online

2010-07-01T10:01:00.003+01:00

I met up with someone yesterday and
we thought about partnerships to get more
business.

I particularly like partnerships for marketing
because someone else promotes your services
and you simply return a fee (only if successful).

So it's really low risk.

And if most of the marketing work is done by the
partner then how about the legal work
also being "backsourced" (a term coined by
Graham Cohen).

It could make for a really interesting, low cost
option of legal service, being promoted for practically
nothing and instantly profitable.

Let's take an example..(one that is being explored by one law firm.
(And one that I exploit for a French Language company).

Imagine going to every school in your county.
Getting them all to put an advert on their bulletins.
That says something like...

Your Children Can Be Put In To
Care If You Were To Die Today
Without A Will.

And each school had an affinity code
or trackable phone number.

And Wills were sold and completed online.

And the price was £47.

And £17 went to the school.

And you built up a Will Bank of 1000 clients
(10 per school).

And these 1000 people bought

100 conveyancing
10 probate
10 divorce

services each year.

And you did it for 10 years.

1000 Conveyancing = 500,000
100 probate = 100,000
100 divorce = 100,000

That's 700,000 Pounds.

And each of those clients referred one
other person over 10 years...

That's another 700,000 Pounds.

£1.4M

And all because it's easy to promote with direct online sales.

Where the client does the work.

As Danny Zuko sang...

"I've to chills...they're multiplying..."

PS, You repeat this process with charities,
large employers, local authority etc.
Once you have a system in place
it's replicable.

Be The Best Sales Person at Your Law Firm

2010-06-29T16:48:00.004+01:00

I met with the CEO of a major law software company

last week. They are the company that allow

law firms to make money while they sleep.

(If you want to be introduced let me know).

The best thing that Grahame said to me was...

“Boyd, you’re a salesman!”

On the way back from London on the train I thought

a lot about this comment and decided to share my thoughts.

It makes me proud to be a salesman.

Because until someone sells something, nothing in this commercial

world actually happens. There's no marketing, no finance,

no law firm!

How are you as a salesperson?

Do you enjoy it?
Do you study how to do it?
Or, like me, do you just try your best and then hope that people buy?

Because, being your best and hoping that people

buy isn’t such a crazy idea.

In striving to be your best you generally get smarter and better

than other people. Because most people really don’t reach

half of their potential.

You see they give up learning.
They give up studying.
They aren’t self motivated.

What I love about you is that you took the

time to sign up to this newsletter.

(And many have been with me for 12 months now - thank you.)

You demonstrated that you are motivated enough to learn.

So I want to share with a like-minded person my list of what

I do to be as great as I can be.

Here’s what I focus on.

Smart. – I try to be smart. Flexible enough to think on my feet

rather than trotting out the same old stuff as everyone else.

Self-motivated. Nobody has to tell me what to do.

I know what to do and why I am doing it. I work to learn and earn every day.

Great Attitude. How much of my success is attributable to attitude?

10% No. 40% No. 90% Yes. Everything starts with a positive attitude.

Excellent Communication. I want to be compelling.

I want to tell stories that resonate. I want to be believable, clear and concise.

Physically and Mentally Fit. I want to exercise my body and my brain.

I want both of them to be fit to take on the day whatever it’s going to bring.

Mental and physical press-ups are required to live to the full.

Computer Skilled. I can’t have the excuse that “It’s all too difficult to keep up”.

The Internet rules the economic world.

Ignore this fact and in 10 years you’ll be unemployable.

Goal Driven. Having a goal is basic to success.

Devising and persisting with a plan to get there is key to success.

Action is genius and I need to act on getting to my goal.

Dedicated to Success. I want to achieve something every day.

It keeps the momentum going. It keeps me dedicated to my goal

with visible progress.

Past Success. Every time I do something successfully I

imprint it on my memory by squeezing my left index finger.

Those memories give me confidence. I can access that

success feeling any time I want by pressing on my finger.

A Career, Not a Job. It’s not about how much I earn this

week or this month. It’s about how much return I get on what

I am investing in. Give me a pound and 50% commission rather

than £2 and 10% commission.

I’m more interested in personal development and

success than money. I dedicate myself every day to becoming better.

As a result people value me more.

Lifelong Student: Accept I don’t know, then learn.

I know I don’t know everything. I accept it.

And I will never be someone that knows everything.

I am a "lifelong learner."

I love helping others. There’s nothing better than

helping someone become successful.

There’s probably something missing from the list.

Ah...Sales Skills.

But do you know what? It’s better to have a positive attitude

and brains than selling skills.

Because selling skills can be learnt.

Whereas being smart, happy and striving to be the best I can be is totally up to me.

Where do I get help to help me think?

Books. And I surround myself with positive people.

If you have never read anything about personal development try a couple of books

out and let me know how you get on. Take a look at these on Amazon.

Psycho-Cybernetics by Maxwell Maltz MD

The Strangest Secret by Earl Nightingale

Think And Grow Rich by Napoleon Hill

Power of Positive Thinking by Norman Vincent Peale

You can get all these books for £12 or so second hand.

Take them on holiday and read them. Read them instead

of watching TV. Read them on the train instead of trash

news.

I guarantee it's money and TIME well spent.

and for a taster of personal development books

try clicking here

http://www.greatlegalmarketing.co.uk/sitedata/Misc/01---The_7_Habits_of_Highl.pdf

Recommendation Isn't Referring

2010-06-29T09:26:00.005+01:00

Law Society research says 90% of people would recommend their solicitor
to a family member of friend. (IF ASKED BY A RESEARCHER).

Those are my capitals. Because it doesn't really matter what someone says to a researcher. What matters is what YOUR CLIENTS do.

Industry pats on the back don't do anything for your bottom line.

You can't spend researched recommendations at the bank.

And satisfaction is not loyalty.

The true test is loyalty.

How many of your clients will never leave you and
will defend you to the hilt?

Because loyal clients are the best referrers.

And the question is "How are you systematicallly asking
and getting referrals?"

Action on getting a systematic referral process
in place will do everything for you.

The research doesn't show how many referrals each
loyal client is giving you.

The research doesn't show how many each client could
give you.

The research doesn't show the value of each referral and what you should invest in getting referrals.

If you know how to get loyal, highly profitable clients and get them to refer
their best friends, clients and colleagues (i.e. people like them)
then you are on to a winner. But everyone already knows that don't they?

Still, how many people have a referral system in place?
Have you?

First admit you don’t know. Then learn. Then act.

Referral Partner System for Lawyers and Solicitors

2010-06-23T14:25:00.004+01:00

Remember my last email where I talked
about getting a partner referral programme going?

(It's down below)

Well here's a letter format you can
swipe and deploy for your firm.

This is a real example being used by
my client.

http://www.greatlegalmarketing.co.uk/sitedata/Misc/Partner_offer_for_Rentals_.pdf

Send this letter out to the top 75 businesses
in each category listed.

Obviously change the words for your own (or ask me
to do it for you £££ ;-)
but use the same or a similar format.

Any questions, let me know.

Boyd

PS enjoy the match. An England win means
happy people. Happy people buy things.

PPS advance notice...I'm away for August...
so get any questions in before then...

-----Original Message-----
From: boyd@greatlegalmarketing.co.uk
Sent: Tuesday, 15 June, 2010 10:19am
To: boyd@greatlegalmarketing.co.uk
Subject: Great Legal Marketing Newsletter - How To Create A Referral Network.

Good morning...

Still on the the theme of referrals.

Did you know there are only 5 steps you have to take
to create a referral network.

But you have to take at least one step today.

And that's to open the PDF
I've put together for you.

It's right here

http://www.greatlegalmarketing.co.uk/sitedata/Misc/referral-networks-for-soli.pdf

I'll probably get a few emails after people read this.

So bear with me if it takes a couple of days to get
round to answering yours.

Get Your Solicitor Firm on Bing For Buyers To Come

2010-06-17T17:50:00.003+01:00

Here's a new tip for you.

You know Google Local right?

And if you've done what I suggested
you are probably making good money
out of it.

But have you done the same for Bing?

Because in my books Bingers are Buyers.

So it makes sense to get yourself on
the Bing local version.

You can do this so easily...I don't even have
to make a video to show how it's done.

Just click here
http://marketlocation.my118information.co.uk/Default.aspx?action=H

And follow the instructions...

PS for all you employment lawyers
using the World Cup to sell your services
take a look at this

http://www.youtube.com/watch?v=FZQL5kobOEs

How many ways can you present information
that makes it more interesting?

5 Steps To A Solicitors Referral Network

2010-06-15T10:22:00.000+01:00

Still on the the theme of referrals.

Did you know there are only 5 steps you have to take
to create a referral network.

But you have to take at least one step today.

And that's to open the PDF
I've put together for you.

It's right here

http://www.greatlegalmarketing.co.uk/sitedata/Misc/referral-networks-for-soli.pdf

I'll probably get a few emails after people read this.

So bear with me if it takes a couple of days to get
round to answering yours.

Do You Continually Test Your Prices for Your Legal Services?

2010-06-14T21:46:00.001+01:00

Not the most professional.

Not the best.

But a very important
video

Here it is...

http://screenr.com/hZp

PS If you continually test your prices
and have no problems with getting
premium prices for your services you don't
waste time watching this...but one of my clients
doubled his prices after doing this and has
had 12 record months...

Mend Your Law Firm Marketing Bridges

2010-06-11T23:56:00.001+01:00

Whenever I talk to a solicitor, listen in on calls or visit a law firm I find small inconsistencies or glaring problems which, if corrected, would lead to a lot more business.

In most cases, the owners or Partners simply leave the selling up to individuals.

They give them far too little coaching.

Your business has opportunities to do better.

When was the last time you tried to identify them and make changes to capitalise on them?

Let’s take phone calls. A lot of initial prospects phone a law firm.

They want to get a feel for the person they might consult with.

They might be asking for prices.

They might be comparing firms.

But I know 90% of owners don’t review how this phone call pans out.

How the solicitor puts the prospect into a liking-trusting-buying frame of mind.

Or not.

If you don’t have a systematic way of improving the way in which your prospects are converted on the phone then you have broken bridges to be built.

Try recording your calls and listening in. (I can arrange this for you)

Identify things that are said that work. And things that don’t.

The script you develop over time will be hugely valuable and powerful in getting you more business.

Go from converting 30% of leads to 80% at a higher rate?

Maybe.

And what would that mean for your business?

I've got a simple script that I have used in the past.

I use this to make sure I get what I want from a call...

If you want it let me know...

PS I write for The Negotiator Magazine and here's a page

you might want to look at - it has a list of questions you should know

the answer to http://www.greatlegalmarketing.co.uk/sitedata/Misc/neg-3.jpg

To make it bigger you should be able to click it.

How RG Solicitors market to Estate Agents to get more Conveyancing Business

2010-06-09T12:07:00.001+01:00

I'm impressed a little with
RG Solicitors and how they
are targetting Estate Agents
via Estate Agent Today.

I've shot a short video
on what they are up to.

(At the end there's something
you can swipe and deploy with
schools in your area).

The video is here - or click on this link below.

http://screenr.com/6SK

Shame they don't have a proper landing
page for Estate Agents (do you?)

Shame they don't use video? (do you)

Shame they don't tell me what a free Will
is worth....oh well. Should get this newsletter
shouldn't they...

PS What problems are you having
at the moment with your marketing?
Don't be shy...ask me....

Solicitors Must Test Prices Regularly

2010-06-09T00:24:00.000+01:00

Marketing for Lawyers Isn't a Dirty Word

2010-06-09T00:21:00.003+01:00

Some lawyers think that marketing is a dirty word.

They think it’s a bit distasteful. That we “don’t do things that way.”

Which is wrong. (And you know it ;-)

Because marketing can be a matter of life or death.

Think I’m overplaying it?

Consider the marketing that a charity like Save The Children engages in.

If they market well, they make more money. And they save lives.

If they get it wrong, fewer children are saved.

If you are marketing ethically

it is the right thing to do and profitable.

And that’s what you should be thinking when you market.

What are you doing that is good. How are you helping?

What problems are you solving?

And if you get great at marketing yourself wouldn’t it

be great to have lots more customers and be able to donate

a little bit to charity yourself?

What about getting involved in the free Wills scheme for over 50's?

http://www.icr.ac.uk/support_us/help_us_in_your_will/will_for_free/index.shtml

Remember probate comes from Wills...

If you know which charities your

clients support? (hint...hint...more reciprococity)

you're on to a win -win. So make it systematic to find out.

Remember the key psychology behind things like this?

http://www.greatlegalmarketing.co.uk/sitedata/Misc/Psychology-GreatLegalMarke.pdf

Help Estate Agents and They Will Help Your Solicitor Firm

2010-06-07T14:38:00.000+01:00

June 7th - Help Estate Agents and They Will Help Your Solicitor Firm

There's a lot of noise about referral fees being paid out to Estate Agents.
And some agents will always go for the cash...i.e. who pays the most.
And that's ok for you if you are happy with it. (Until someone pays more than you).

Ultimately every business wants more leads. And what do you think would happen if you could help Estate Agents get more leads? Would they come to you?

Would they give you conveyancing leads? Would they be loyal?

So here are a couple of ideas for you to make Estate Agents loyal. (And I'm assuming you have a partner marketing plan that targets them and sets you up as "the estate agent's solicitor" for your area?)

1 Write a report on "How to sell your house for top dollare when getting divorced."
You can then co-brand this with the estate agent and share the marketing.

2 Write a report on "How to sell a house when the owner has passed away - your guide to Probate and Property." Ditto for the marketing.

3 Write 50 Top Tips for Estate Agents and send them to the Estate Agents that you want to start building a relationship with.

Of course the 50 Top Marketing Tips bit is easy.

You just use mine (with permission that you must request) that I've already prepared for you...

Get them here

Guarantees Win Business for Law Firms.

2010-06-01T12:43:00.000+01:00

One of the problems buyers have is choosing.

Because choosing a law firm means you might get the choice wrong.

And people are worried about making mistakes. That's natural.

Everything you can do to prevent someone making a mistake in choosing
you will help you get more clients. Testimonials (Social Proof), Referrals, (Trust)
Chambers/Lexcel (Authority) all help.

And so do guarantees. The bigger the guarantee the less risk there is for someone to get it wrong by choosing your solicitors firm.

So it's great to see one of the best marketed firms, Bonnalack and Bishop

using a guarantee with commercial litigation. Tim Bishop, who runs the firm, is more entreprenuer than lawyer. He has taken a marketing-focussed approach to his firm. It's one you can swipe and deploy a number of ideas from.

What guarantees can you make to get more people to choose your law firm?

For more on guarantees and marketing law firms click here.

Testimonials and Referrals for Solicitors

2010-05-26T11:13:00.005+01:00

Great Legal Marketers,

Do you collect testimonials and referrals for your law firm?

You know that your clients want great service.

Do you know if you give it to them?

I am going to assume you ask your legal clients about
your service. And that you do some kind of follow-up survey.
And maybe you actually do something with the results.

Let me ask you...

Is your client survey also a way of getting testimonials?

Because if you word it the right way you will
get them every time. And you will get testimonials that
say you are great, (for specific reasons).
When you get these testimonials people are
declaring they like you.

And they are on the way to becoming loyal.

Which means they are prime clients for getting law firm referrals for you.

And those that really enthuse...
you must dig deeper to get a case study from them.

Or maybe a video testimonial. This works with
business and private clients.

How you do your client follow-up does matter.
If you haven’t got a client survey in place that does this you
might want to get one.

And if you don’t know how... cue music....

“Who you gonna call?”

B-O-Y-D B-U-T-L-E-R!

2010-05-26T11:10:00.001+01:00

Do you collect testimonials and referrals for your law firm?

You know that your clients want great service right?

Do you know if you give it to them?

I am going to assume you ask your legal clients about your service.

And that you do some kind of follow-up survey.

And maybe you actually do something with the results.

Let me ask you...

Is your client survey also a way of getting testimonials?

Because if you word it the right way you will get them every time.

And you will get testimonials that say you are great, (for specific reasons).

When you get these testimonials people are declaring they like you.

And they are on the way to becoming loyal.

Which means they are prime clients for getting referrals for you.

And those that really enthuse...dig deeper to get a case study from them.

Or maybe a video testimonial.

This works with business and private clients.

How you do your client follow-up does matter.

If you haven’t got a survey in place that does this you might want to get one.

And if you don’t know how... cue music....

“Who you gonna call?”

B-O-Y-D B-U-T-L-E-R!

People Pay Top Dollar for Legal Solutions

2010-05-25T12:41:00.000+01:00

It is incredibly difficult to be a successful lawyer/owner/entrepreneur

and that's what most law firms are run by.

Sole practitioners - responsible for everything.

In reality these owners find it hard to know what to do. Because they
are in the thick of things on a daily basis.

This is no different from any industry where the owner is also a worker,
(except the onerous and unfair restraints put on solicitors by regulation).

Where law firms should focus is on providing solutions
and not just advice.

Advice is seen as expensive and ubiquitous.

People will pay any price for solutions.

Many law firms are members of my newsletter.

Some of them take the advice.

Som even act on it.

But if I were to provide the solution to your legal marketing problems and
do it for you...i.e. give you lots of willing buyers that would
pay the price you want...what would you pay me?

If you create a system that provides solutions profitably
and it is not reliant on time billed or geography
then you have something very valuable.

It is almost immune to any threats because it is so valuable to clients
and prospects will find you with good marketing.

The system is based on;

Find what people want = solutions to their problems.
Make sure there are enough of them = market.
Devise a way of delivering it = profitably.
Communicate it to them you have the solution = marketing.

Rinse and repeat with new solutions when you find out
more niches.

The beauty of this is that you also have something you can sell
when you retire or when you want to. Because it's similar to a franchise.

(See Gerber's E-Myth Revisited book).

The answer is always the same in business.

Great marketing gives you more money.
You can invest more in the solution.
You get more clients because of it.
Which you re-invest in marketing.

Apple Mac anyone?

HIP, HIP Hooray?

2010-05-20T12:40:00.001+01:00

In case you didn't know. Home Information Packs are no more.

CLG Secretary of State Eric Pickles said: “HIPs are history. This action will encourage sellers back into the market and help the market as a whole, and the economy recover."

That's Government PR.

Time for some PR in your local media?

I'm sure your local paper/radio station wants a solicitor's comment...

Can you provide it? Of course you can...

And what about the legal consequences for your Estate Agent
partners? Let them know the score...

After all, with a HIPs revolution, they may be looking to change
other aspects of their business...

Like where they send their conveyancing...;-)

Do You Continually Test Your Prices For Your Legal Services?

2010-05-19T12:40:00.000+01:00

Mend Your Law Firm Marketing Bridges

2010-05-17T12:38:00.000+01:00

Whenever I talk to a solicitor, listen in on calls or visit a law firm I find small inconsistencies or glaring problems which, if corrected, would lead to a lot more business.
In most cases, the owners or Partners simply leave the selling up to individuals.

They give them far too little coaching.

Your business has opportunities to do better.

When was the last time you tried to identify them and make changes to capitalise on them?

Let’s take phone calls. A lot of initial prospects phone a law firm.

They want to get a feel for the person they might consult with.

They might be asking for prices.

They might be comparing firms.

But I know 90% of owners don’t review how this phone call pans out.

How the solicitor puts the prospect into a liking-trusting-buying frame of mind.

Or not.

If you don’t have a systematic way of improving the way in which your prospects are converted on the phone then you have broken bridges to be built.

Try recording your calls and listening in. (I can arrange this for you)

Identify things that are said that work. And things that don’t.

The script you develop over time will be hugely valuable and powerful in getting you more business.

Go from converting 30% of leads to 80% at a higher rate?

Maybe.

And what would that mean for your business?

I've got a simple script that I have used in the past.

I use this to make sure I get what I want from a call...

If you want it let me know...

PS I write for The Negotiator Magazine and here's a page

you might want to look at - it has a list of questions you should know

the answer to http://www.greatlegalmarketing.co.uk/sitedata/Misc/neg-3.jpg

To make it bigger you should be able to click it.

See how Family-Law Dominate Google

2010-05-12T12:38:00.000+01:00

Here's that marketing video I promised you.

Andrew Woolley probably wants to keep it secret.

http://screenr.com/ADC (shh...don't tell him).

What's Your Answer To "Why Should I Use You?"

2010-05-12T12:37:00.000+01:00

I've prepared a little video about

how you can find your....

_______________

Uniqueness
_______________

And answer the propect's question

"Why Should I Buy From You?"

You probably have Tim Bishop
of bishopslaw.com to thank for this.

You see he tried to watch the original
video I did and told me it sucked! He was right!

So I redid it without the awful music.

Click this link for the new video

I learnt three things from his email...

It's ok to try something and for it not to work.

and...I'm building a community where people
can tell me I'm wrong.

And...I noticed Tim's emails contain
a PS with a cross-selling line...something
I am passionate about.

Because I get lots of "out of office" bounces from
members of GLM. And not one has had
a cross-selling PS.

And here endeth today's lesson ;-)

Satisfied or Loyal Legal Clients - Whaddya Got?

2010-05-11T12:40:00.000+01:00

One of my clients has 100% satisfaction as his
objective.

I've told him it's not good enough.

Why?

Because satisfaction is a given. But it's loyalty that counts.

What's the difference?

Well...my wife may be satisfied...but I prefer her to be loyal...
(Geddit?)

So what's the sign that your clients are loyal?
A referral is the signal that your client is loyal.

If the client is paying you, great.

But it is not full loyalty until they begin referring clients to you.

The test for loyalty is;

Will the client do business with you again, and will the client refer others to you?

If loyalty = getting referrals

doesn’t it make sense to encourage them?
PS you can also swipe and deploy this - click on it

http://www.greatlegalmarketing.co.uk/di/247916

Elder Law or Legal Services for Young Seniors?

2010-05-06T12:39:00.000+01:00

I call them Young Seniors – baby boomers now in their 60’s.

They aren’t ready for classic “retirement”.

They aren’t expecting to live on reduced income.

They aren’t waiting to die.

In fact many of them are looking at remaining active through their hobbies, starting a new business (not tied to a desk or commute), and looking to live between two or three locations.

You won’t get far by calling your services “Services for the Elderly”.

Because they don’t consider themselves elderly.

Young Seniors is a better term.

So perhaps look at your services and give them a make-over.

You provide the legal advice on Equity Release schemes.

And a financial adviser provides the products. But you retain the client as your client. After all, they are more likely to trust a solicitor than a financial adviser.

And why not go to all the financial advisers you trust and ask them to let you market Wills and Trusts to their clients and you market their Financial Services to your clients?

Maybe you could do a short talk with them at the golf club, tennis club, sailing club and all the other places that wealthy “Young Seniors” hang out.

PS When I joined Reading Football Club (I’m the portkabin to Premier League kid) the first thing I did was start up the Young Royals. Note that I didn’t call it Junior Royals. Kids want to be older. Seniors want to be younger.

Killer Articles Are Just a Checklist Away.

2010-05-04T12:28:00.000+01:00

I'm going to take a look at what

Great Legal Marketing members

do well over a few newsletters.

Because as far as I know you are

well ahead of the curve on legal marketing.

First up is a new member, Data Protection And IP Lawyer Pritchetts Law.

I like the way she writes this article with a good biography,

good sub-headings (for people like

me that scan the page) and

a good top ten list.

Here's the article link.

http://www.legalrss.co.uk/pritchettslaw/threat-of-500k-data-protection-fines-from-6-april-2010-stephanie-pritchett-releases-top-10-data-protection-compliance-tips

Pritchetts Law is run by Stephanie

Pritchett.

Too often I see boring articles, written

in leaglease that you can't send out

to a client base or as a press release.

Remember it's about leveraging all your

marketing to get the maximum return.

Here's my expert guide to article writing - click here

Which means anything you write or record

should be able to go out to at least 5 different

channels...e.g. local paper/radio/client base/

chamber of commerce/partners.

Next up...

Andrew Woolley's http://www.family-lawfirm.co.uk

and how they get business nationwide...

And if you see any great examples out there

please let me know.

PS

If you don't have a Data Protection

and Privacy lawyer but your clients

want this service...get in touch with Stephanie.

(hint...a way for you to make more money without

doing the work).

Can You Disrupt Legal Marketing Like Direct Line Insurance?

2010-04-30T12:26:00.000+01:00

Time with your family and for yourself is important.

And it got me thinking this Bank Holiday week end.

One of your goals has to be to “make money whilst you sleep.”

Because everyone must look at ways of leveraging their expertise.

And not get paid just for "time".

And that's when you start dreaming of the ideal future.

Imagine if you could spend 4 days out of the office every week doing what you want to do.

Imagine knowing that your website is attracting thousands of visitors who then buy 100's online legal services from you every week.

Imagine the documents are filled in by the customers and get reviewed by your team of freelance solicitors who all work from home.

Oh, and all that compliance business is taken care of.

And you just come in to the office once a week to do manage it all.

Isn’t this how you’d like to set up your business if you could start from scratch?

I’ve been looking at the service from Direct Law and think this type of direct selling to customers could have the same disruptive effect that Direct Line had in the insurance industry.

Before Direct Line, you went to a local broker, who performed a service in finding you a good deal. Or so you thought. But along came Direct Line and did it...well...direct. And others followed.

There’s probably a lot to gain by local solicitors being the first to offer direct services in their geographic market. Because getting a Will from a local solicitor still means something.

And having a downsell i.e. lower cost Will service is a great offering to those who like a lower price and convenience and to those that just can’t afford a higher price.

Having a Will sold on line and then reviewed by a solicitor will also mean that you can increase the price of the pure “face to face” Will service. You can probably increase it enough to pay for the software to run the online Will services.

It’s early days.

But direct sales of online legal services has the potential to disrupt the legal market as much as Direct Line did.

And when you figure in back-end services (because you have a trust relationship with the customer, you may find these your most profitable clients.

You owe it to yourself to check these things out.

Check out this Illinois Divorce Lawyer in the US

It may take a couple of years to work all this to a level where you are working only one day a week. But it’s a great goal to have.

Solicitors Stop Competing on Price

2010-04-30T12:25:00.000+01:00

“You can’t compare apples and oranges.”

I’m sure you’ve heard that expression, maybe from your grandma or your mother.

I’m going to tell you that in business it doesn’t pay to take her advice.

I hear from many salespeople that the product they are selling can’t compete on price with their competition.

That they can’t sell the product any cheaper because they’ll go out of business.

The reason that selling purely on price isn’t a long-term strategy is because you will always be beaten.

There’s always someone that will do a better deal to get in the door, will discount more heavily or offer a product of lower quality that your customers and prospects will accept.

Sure, people love superior quality, they just don’t always like to pay for it.

So your challenge is not to compete on the same terms as everyone else.

If you’re not winning the game, change the strategy.

Make it impossible for buyers to compare your product on price alone.

What action can you take?

Look at your product or service with fresh eyes.

Can you add value, bundle products together, extend warranties, offer guarantees, delivery and completion speed?

What can you offer as a free premium?

Hotels offer free breakfasts

online companies offer Fedex next day delivery

website designers offer unlimited re-design

storage firms offer free pick up of items from your home

newspapers offer guaranteed response adverts

Can you offer a checklist of things your product does that your competition doesn’t?

Invent an unfair advantage for your product.

Make it impossible for your competitors to keep up with you.

Use apples to oranges comparisons and eliminate price resistance.

Who Wants To Know How Prospects Find Your Legal Website?

2010-04-27T12:23:00.001+01:00

Volcanos and Employee Rights

2010-04-27T12:22:00.000+01:00

Yes there's still a chance you can write that

article about "Should Employees be docked pay

if they didn't turn up to work during the Volcano

week".

Because employers still don't know what to do.

Take a look at these comments on the

Teacher's website

http://community.tes.co.uk/forums/t/402451.aspx?s_cid=16

So if you haven't sent out an email alert to your clients

with the basics (and cross selling) then why not do it

today? You can even do a search on Twitter to get ideas

for real time problems you can answer on your email.

Check this out

http://twitter.com/#search?q=employers%20volcano

How Wright Hassall Won Thousands Of Pounds Of Business

2010-04-26T12:21:00.001+01:00

Watch the video below

Schedule Your Tweets While You Watch QI

2010-04-23T12:12:00.000+01:00

If you are like me, Stephen Fry on QI may be your cup of tea.

I admit I don't watch every second. Because I'm Tweeting.

What I do is I set up scheduled Tweets on Twitter so I can

set and forget. And this is the video of the tool I use to

do this - click here for the solicitors Twitter scheduling tool video

It's free for law firms.

Remember what you can do with Twitter - solicitors Twitter idea

The Death Of The Billable Hour For Solicitors

2010-04-21T12:19:00.000+01:00

I've been searching the globe for law firms that don't do billable hours.

Why?

Because you can only work 40 hours a week.

Which means you are limited in terms of productivity.

Plus, you are limited because you are not leveraging true value.

I.e what value you are delivering to the client which may be much

more than the billable hour.

Subscriptions will flourish. Because knowing what you are paying out

each month makes it easy to budget. And knowing what you

are getting in each month makes it easy to manage.

Virtual law firms, where previously unhappy, experienced lawyers work

on a retainer/commission structure will bloom. Lower overheads

for the controlling company and more flexibility both sides.

Technology is what prospects/clients want to get in touch.

Why traipse into expensive real estate offices of a law firm

when you can just as well skype from home/office.

Law firms will continue to discover niche areas and work faster and flexibly

on smaller scales. These individuals or firms will not be restricted by

geography, but more their expert status and how well known they are.

Solicitors that survive and thrive will be those who learn how to become

Great Legal Marketing firms because technical quality is expected yet Legal

Service Quality is what is most in demand.

Here's the list of legal marketing greats;

http://www.family-lawfirm.co.uk/About-Us/default.aspx Woolley and Co - Based in Warwickshire.

Axiom Legal. In a nutshell they’ve used the professional consultant business model (and corresponding cost structure) and employee former big firm lawyers and experienced in-house counsel that charge half the rate.

www.strozfriedberg.com competent technology focused attorneys who would traditionally work for a large law firm but choose to utilize their skills by consulting

(www.rimonlaw.com). They are a virtual law firm based in San Francisco that use top-tier American expat lawyers.

Outside Counsel Solutions at http://outsidecounsel.net/about.aspx. Their US attorneys provide top-quality legal counsel to clients all over the USA, from offices in New York and Jerusalem, at highly discounted rates.

Volcanos and Employment Law for Solicitor Marketing

2010-04-20T12:19:00.000+01:00

Volcanos are in the news.

Thousands of employers want to know if they

can dock the pay of their staff that don't turn

up because of ash.

And thousands more probably want to know

if they can dock pay if staff don't turn up

because of accidents, trains and automobiles.

If you are an expert on employment law or

employee rights...

Have you written your USEFUL and VALUABLE
article for your website
and sent it out to your list of business clients via email?

And your local media? So you can do interviews?
Just like Berwins do on radio http://twitter.com/#search?q=volcano%20ash%20employment

Here's a story you can use for inspiration.

http://www.personneltoday.com/articles/2010/04/19/55280/volcano-update-employers-not-obliged-to-pay-stranded-staff-say.html

Write that article tonight instead of watching
TV.

Always use what's going on in the mind

of prospects to get yourself noticed and do your solicitor

"expert marketing".

It's called "Theatre of the Mind" and you can use a Twitter search
to find out in real time just as I did.

Just type in to Twitter search function the

subject you want to eavesdrop on.

Continuity Revenue For Solicitors

2010-04-19T12:19:00.000+01:00

Did you know there are only three ways to make more without slashing costs.

· More customers.

· Bigger orders. (Either price or volume).

· More frequent purchases.

I describe this system as Finding, Getting, Keeping and Growing customers.

You see marketing is not just about finding new clients.

It’s the whole system you put in place.

So I got to thinking about how you can get clients to purchase more frequently.

Because at the moment, most law firms only sell the one transaction.

And then, maybe, try and cross-sell. Often not successfully.

But what if you swiped Sky TV or BBC Magazines or Golf Club ideas and created a membership?

Perhaps a service where you are guaranteed an income from each client every year.

In return for a fabulous and wanted service?

100 clients paying £500 a year? Guaranteed? (£50k)

There’s plenty of expertise that you can draw on in your own law firm and outside it.

You can offer a service for personal clients. A “Roadmap for Tomorrow”.

This could be updated annually in conjunction with a financial adviser and accountant. (With you as lead).

And of course, serviced regularly.

It certainly beats billing by the hour.

And most of this type of work can be outsourced too.

I’ve got some ideas on this myself.

And will be working on it with at least one law firm.

But for now, if you’ve got any ideas of how you can get continuity revenue feel free to share them.

And if you are doing it already - that's great legal marketing.

Solicitors Help Out Estate Agents For Referrals

2010-04-14T12:15:00.000+01:00

Fancy doing Estate Agents a favour? And getting refferals

in return, (through reciprocation)?

More than half of Estate agents do not have any lone worker policies in place,

with no safety procedures in place for staff who carry out viewings

or valuations on their own. See the story here

If you advise on employment law then you can help agents.

You can develop this opportunity for your law firm.

Send out a Resource Report titled,

"Everything You Must Do By Law To Protect Estate Agency Staff

When Doing Lone Viewings."

Make an offer in the report to offer a bespoke service. Offer it at a high price.
Then also make an offer for a discounted price i.e. take off £100 for every
conveyancing job you receive in return.

Remember as solicitors you must identify the problem, agitate it and then solve it.

You know what the problem is, (I've told you), you use the report to agitate, you
offer a bespoke service to solve it and an offer to make it easy.

And you can do a solicitors video report like this instead!

Law Gazette Gold - Solicitor Marketing Bites

2010-04-07T12:13:00.000+01:00

Here are the contributions I've made to the Law Gazette

over the past few months.

You'll find it here

(I like the bit about receptionists

because it actually happened to me).

Don't forget to download it here

Daily Inspiration Quotes From Twitter For Law Firms

2010-04-02T12:11:00.000+01:00

Need a daily dose of inspiration

to get things done? It's on my Twitter account

http://twitter.com/boydbutler

(all set up using Social Oomph remember the video)

PS - have you checked your

Google Local categories?

Are you listed under all five

categories you should be?

And what are they you ask?

Solicitor, Services - Solicitors,

Solicitors, Legal Service Provider,

Conveyancing,

If any of the newsletters have been useful click here to find some

things I would really like for Easter ;-)

Thanks for stopping by. (There’s plenty to keep you going here!)

Do You Build Rapport Personally And For Your Law Firm?

2010-03-25T12:09:00.001Z

Newsletters members got this first. (Hint hint).

Find today's newsletter article on Rapport for solicitors here

And maybe refresh with Do People Like You? That's here.

You Can't Rely On Word Of Mouth Anymore.

2010-03-22T12:07:00.000Z

Why You Must Be First Choice On The Internet If You Want To Grow Your Solicitor Business.

As if you didn’t know. People are going to find you online and buy your services.

If they can find your law firm, like you and trust you.

And it’s not just me that says it.

A YouGov poll of 2,266 people commissioned by online solicitor directory legallybetter.com revealed that personal recommendation remains by far the most favoured method of choosing a solicitor.

But the internet is playing an increasingly important role in assisting consumers to choose a law firm.

21% of those polled said they would use internet search

20% said they would use websites with independent consumer ratings of law firms’ quality of services.

10% said they would use specialist web directories of solicitors

4% said they would ask their contacts on social networking sites such as Facebook

The survey found that men were slightly more likely than women to use the internet to find a solicitor.

Personal recommendation still results in people checking you out online. So it’s a must to get a

Winning Internet Strategy! ‘Nuff said – time for action.

Be a Nosey Neighbour and Spy on your Law Firm Competitors.

2010-03-21T12:06:00.000Z

It's a good idea to spy on your competitors.

They may have a good idea you can swipe. Or maybe they are doing

something that you can draw attention to and compare

your own services to, (favourably using compare and contrast).

Imagine having the spying automated for you.

And fast news coming back from the trenches of law firm marketing.

.

The quicker you know what other law firms are up to the

quicker you can react.

(And profit).

Here's a great weapon that helps

spy on your competition.

This service is www.ChangeDetection.com

It's not complicated.

Type in the web page address you want to monitor

and the email address to send alerts to.

For example a rival solicitors news page or

www.GreatLegalMarketing.co.uk

You can customise what changes you want reported

on the page versus only major changes etc.

You can review the changes that

were made because it highlights them.

I use this tool (along with Google Alerts) to help keep an

eye out for relevant changes online. (Including whether

my clients do their homework!)

Who do you want to spy on...?

Be an Expert and Grab Celebrity Status For Your Law Firm

2010-03-17T12:05:00.000Z

How are you getting on becoming the expert in your niche?

Are you writing, speaking, delivering expertise to an audience

that is turning you into a brand online and offline?

Here's a piece I wrote in Navigator Magazine.

This gets me in front of 200 law firms. If they like

what they read, they might visit this website.

And join in so that I can build a relationship with them.

Do you have a list of publications and groups

that you are systematically targetting so you can become

known as the expert in your field?

Remember it's about who knows you, not who you know.

How you can do it is in the article - get it here

Sole Practioner Builds Business On Google

2010-03-16T12:01:00.000Z

One of my clients has steadily been building his business

for conveyancing and HIPS via Google searches.

Read about what he recommends other sole practitioners

do in the latest "SOLO" Sole Practitioners magazine.

Here's a copy. (PS his article is on page 9).

The "Little And Often" Referrals System

2010-03-15T12:26:00.000Z

The "Little and Often" System.

Referrals are the best ways to grow any law firm.

You know this already.

So how do you boost

your referrals?

The answer is...

Create a system to make

consistent deposits into clients'

"emotional bank account."

The Emotional "Bank Account"

Stephen Covey, author of the Seven Habits of Highly Effective People,

created the concept of the

emotional bank account.

Everyone has an emotional bank account.

You have an emotional bank account.

I have an emotional bank account.

An emotional bank account is how somebody

feels about YOU.

It's similar to a real bank account.

you can you can make deposits or

withdrawals from it.

If I create a POSITIVE interaction with

you I am making a deposit to your

emotional bank account.

If I create NEGATIVE interactions with

you I am making a withdrawal from your

emotional bank account.

So Here's the BIG SECRET.

Create as many positive interactions

with your clients as you

can, as frequently as you can!

When you do this, people will be ready,

willing and happy to help whenever

you ask for it.

So here's what you need to do...

CREATE A SYSTEM that consistently makes

deposits into your clients

emotional bank account.

The Key Element of the Formula

When you're making consistent

deposits you need to do one more thing.

You need to REMIND people how important

referrals are to you and your business.

Reminding is a softer form of asking for

referrals.

When remind people about

about how important referrals are to

your business, they'll start sending

them to you...in a BIG way!

So here's the formula...

DEPOSIT -> DEPOSIT -> DEPOSIT -> REMIND

Make at least 3 deposits and then make 1

reminder withdrawal.

Geddit?

To remind yourself of how to ask for

a referral to get more clients for your law firm

go here

and to make deposits check out this.

Get A Google Listing Right Or Suffer The Consequences

2010-03-10T12:26:00.000Z

If a law firm doesn't monitor it's Google Local information

then there could be a problem. One of invisibility. Make

it a weekly task to check your Google Local listing.

Watch this video so your law firm doesn't disappear.

Here's the video.

How Solicitors Can Siphon Off Traffic From You Tube

2010-03-09T12:25:00.000Z

Tesco have Estate Agents Panicking - Lawyers Next?

2010-03-05T12:21:00.000Z

I am not an Estate agent but I do help some of them with marketing.

So the launch of ISold from Tesco is of interest.

And if affects your Estate Agent partners so you should keep up.

My question of any agent or Tesco is...

Why should I sell my property through you?

If you can answer this question and prove your answer

is the solution to my problem you get my business.

I think that Tesco will say.

"Tesco is the only Estate Agent

company that can market your property to 10 million

of our own customers, in store, online and in the

local newspapers for less than the price of your

household insurance and you only pay a success

fee that is 1/4 that of the average estate agent,

saving you enough to fund your holiday".

My Estate Agent answer may be;

"Butler's is the only agency where ready and willing buyers

PAY to receive information on properties exactly like yours

BEFORE they are advertised."

Buyers who have paid to get details fast will bid the price

up on my house and I will get a better price for my property and

it will sell fast - saving me two months of my life.

And that is invaluable.

it goes to the heart of how you are unique and express your difference.

How Fast Or Free Is A Great Guarantee

2010-03-03T12:11:00.000Z

I was with Estate Agents and solicitors yesterday.

After some really great brainstorming a promotion 20 years

old was dusted down and spruced up for 2010.

"Sell Your House in 10 Weeks Or Less

With Us Or You'll Pay Nothing When We Do".

It's a sellers market. So this is not going to cause too many problems

for the Estate Agent.

But offering a guarantee makes it much easier for a client

to make a decision about which agent to go to.

Because people are scared of making mistakes. Especially with

important and big things. Like selling a house.

Dominos make it with pizza, (delivered in 30

minutes or your money back).

What guarantees can you give that reverse the

risk for the buyer and make it easy to decide

to pick you?

Here's more on guarantees.

I Watched Television About Solicitors Last Night.

2010-02-26T12:09:00.000Z

I don't really watch much television.

(It doesn't teach me much)

But last night on Channel 4 I watched

Scams, Claims and Compensation Games.

It was about personal injury lawyers and their battles

with councils, razor manufactures and others.

One thing I picked up on was a law firm that

sponsored the appointment cards at the local
accident and emergency. A great legal marketing
idea.

This TV show was watch by millions.

It's will bring awareness

of personal injury claim possibilities

to many people.

So if you handle personal

injury claims, revamp an article ,

send it out to local/regional media owners and offer

yourself up as an expert.

And think about using tabloid style headlines

in your articles like Scams, Claims and Compensation

Games - because more people read tabloids.

Remember I mentioned getting partnerships

with car accident repair firms? Same idea as the

hospitals....(scroll down, you'll find it).

And when you are looking at converting prospects

to clients for personal injury claims think visual.

People want to know how much they might get.

Here's two ways you can show them.

Personal injury marketing pic one

Personal injury marketing pic two

Can You Make It Easy To Buy From You?

2010-02-25T12:09:00.000Z

Andrews Estate Agents have gone and bundled their commission

HIP and Conveyancing partners into one easy payment.

It means that for 2% commission with the agent you get the whole package.

It makes it easy for the house seller to deal with one company. And

with a little bit of a twist, such as a "no fee if we don't sell" it could

be a winner for Andrews in a market where there is little differentiation.

Check out the all in one package.

Can you do this with your products and partners?

Do You Have Loyal Clients Or Satisfied Clients?

2010-02-23T12:08:00.000Z

A quick quiz question. Choose one right answer.

You know you are building loyalty with a client when:

A. Your client wants to know more about your service.

B. Your client refers other clients to you.

C. Your client places orders with you only.

D. Your client will always take your call.

The correct answer is right here

Check Out My "How To Use Twitter For Lawyers Report

2010-02-16T12:07:00.001Z

Get it right here. And a recap; What's your answer to the question,

"Why Should I Choose Your Law Firm?." Need help? Check this out.

Check Out My "How To Use Twitter For Lawyers Report

2010-02-16T12:07:00.000Z

Get it right here. And a recap; What's your answer to the question,

"Why Should I Choose Your Law Firm?." Need help? Check this out.

You Can Do The Same Videos For Free

2010-02-15T12:05:00.001Z

Solicitors Get Google Traffic Fast From Twitter

2010-02-12T12:05:00.000Z

Google Buzz - Is It For Law Firms?

2010-02-11T12:04:00.000Z

Google have launched another product called Buzz.

And you want to know about it. Why?

Because social media is not just about staying

in touch with friends.

It's a great way to share information. Which shows

your expertise. Which gets you prospects. More on this here.

Especially when Google offers recommended

Buzz's to people you may like to have as clients.

And Social media affects Search Engine Optimisation

(how you are found online).

I can't predict where Google Buzz will end up

or how you can use it - you'll find your own way.

But if you don't have a company gmail account

then you should probably get one so that you can

use Buzz when you want to/figured out how.

Buzz works through GMail - Google's email service.

A Gmail account for a law firm is something like; cluttoncox@gmail.com

(If you haven't got a personal gmail account you should

also get one in your name, along with Twitter, Skype and Facebook

in your name.)

You can see a video about Buzz right here

Feb 10th - Let Others Say It For You

Social Bookmarking

How To Position Yourself As A Legal Expert.

2010-02-09T12:01:00.001Z

Let me ask you,

“Has your doctor ever called you at lunchtime asking if you are ok and recommending treatment for flu?”

No, because Doctors don’t prospect.

They don’t waste their time trying to second

guess that you may need treatment on a

particular day and that what they have is the cure.

You go to the doctor when you are sick.

You go to the doctor because he’s the expert,

you trust him and you know where to find him

when you need him most.

“A flower does not chase the bee.”

Which is why you must download and read my

report on How to Position Yourself As a Legal Expert.

You can get it right here.

Why Don't You Change Your Marketing?

2010-02-02T17:15:00.000Z

How to prevent change...

We know that in times of crisis people cling to the most familiar.

But doing the same thing over and over and expecting different results is said to be akin to madness.

So what’s stopping you making changes to the way your law firm does its marketing?

Limited Vision?

Many people are limiting their vision because they see the condition of themarket, the economy and legal reform as insurmountable. In other words, “I can’t change the system.”

Always Adapting?

There’s plenty of advice telling you what to do and how to be successful.

But what you find is that most of it says you have to do it within the structures and rules that already exist.

This just serves to retain the status quo.

Thinking about Yourself?

The more that you think about yourself the more you become pre-occupied.

No matter how much you change yourself you can’t change anything without the structure changing with you.

Being realistic?

Phrases such as “that’s just the way it is” perpetuate the structure you have.

You may be called naive or unrealistic.

These are phrases to dismiss what you want to do.

Too Rational?

It’s easy for those who profit to defend the past. And it’s easy to say that you can only work and make changes if you do so from “within the system.”

Rationalising your actions like this means that only limited changes will be “allowed” to happen.

Whether employed deliberately or not, these mechanisms are designed to prevent change.

And if change is what you want to grow your law firm, dismantling these mechanisms is important.

You must also avoid replacing them with similar barriers to change.

Maybe you'd like my thoughts on a similar subject? Co-operation not Competion?

Shoosmiths Website You Can Swipe

2010-02-01T17:11:00.000Z

Shoosmiths new website Access Legal is one to take a look at.

You should probably swipe and deploy most of the stuff they have done.

Although you may slim down the content for a smaller firm.

And don't forget you can put it in other formats like audio and video

or even diagrams.

(Here are my comments on video)

It'll be interesting to see how they promote this site.

Will it get to page one of the search engines for Conveyancing, Wills etc?

The great thing is that much of conveyancing/Wills is local based search.

And there is nothing stopping you from being number one locally.

So when you look at this site don't despair. Take the good ideas,

put them to use on your site and do everything you can to be

number one locally. Get the Google local for lawyers report here.

More marketing videos are here..

Get Testimonials Agreed Before You Start Work

2010-01-27T17:10:00.000Z

Sometimes it is difficult for lawyers to talk money in testimonials

but testimonials can demonstrate the solution to problems.

What is the result that has been achieved?

“I got my dream home because Sarah kicked ass!”

That’s a result testimonial because getting your dream

home is as important as a corporate client completing a

7 million pound deal.

You can get a testimonial agreed before you start working with someone.

Simply state,

”We’ve got a testimonial scheme in place where our legal clients give us a testimonial when we have completed the job. 90% of people are happy to give us a testimonial.

When we do your work successfully will that be ok with you to give us a testimonial for our law firm?"

90% of people say yes. And that's important.

Because Testimonials are Social Proof you are great.

USE THEM IN YOUR LEGAL MARKETING!

The Power of Scarcity Can Sell Legal Services

2010-01-20T17:08:00.000Z

People buy for emotional reasons.

And justify it by logic.

Psychology plays an important role in emotions.

The fear of missing out is a major factor in decision-making.

Check out this video to see how Ryanair and Russell Brunson use it.

You can get more on psychology and selling with my

Resource Report on Psychology for Selling right here

20th January - Legal Services Video Marketing

I send an email to newsletter subscribers and you want more!

Here's the 10 Tips For Great Video Marketing You ASKED FOR!

How Video Gets You To Top On Google

2010-01-19T10:26:00.002Z

Check out the Google search results for Solicitors in Reading.

Field Seymour Parkes are second in the organic listings (FREE)
and also on the Google Local search results. (Get my Google Resource Report For Legal Marketing Services here)

They have put videos on their site and this has helped them
increase website visits by 1000% Why?

Because one year ago they were not on page one of Google.
So they may as well not have existed for 70% of internet
searchers..

Billions of videos are being watched online. People find it easier
to watch and listen than to read. (Shame but true).

Are you getting yourself top Google rankings and more enquiries
from video marketing?

If not, you are leaving money out there
that others are taking from you.

TGI Friday

Here's an inspiring video as lawyers head into the week end..

Law Firm Marketing Demands Guarantees

2010-01-13T10:25:00.000Z

Todd Davis, the CEO of Lifelock,
plastered his social security number on the
top of his web site (it's 457-55-5462).

Journalists asked CEO's of other
"identity theft protection" firms to
give their social security numbers and they all said "no".

Lifelock gives you a $1 million insurance policy
against identity theft.

If your identity is ever stolen they'll spend
up to $1 million to correct it.

What guarantees can you give that makes it
a "no brainer" to buy your legal services?

Because in a cynical world, guarantees give people
the crutch they need "in case they make a mistake".

And a guarantee is another unique buying point for your law firm.

Law Firms Waste Money On Adverts

2010-01-11T10:25:00.000Z

What are the greatest adverts you’ve ever seen?

The best adverts I’ve see are those for
“old people” in the Sunday papers.

For slippers, trousers and hearing aids.
With a picture, lots of detail and a coupon.

You may hate them. Or maybe not notice them.

But you should study them.

Why?

Because the fact they appear week after
week means that they are successful.

Because they are direct response
ads that make money.

“I cannot judge good advertising; it judges me.”

If the ad works—brings in orders, donations or
inquiries at the budgeted return on investment...
it's a good ad. If not, it’s bad..

I hate ads whose return on investment
can’t be measured.

Lots of solicitor firms are wasting their money.

If your law firms doesn't want to waste money use my

“Write an advert for your law firm that kicks butt guide”.

And remember when you do get an ad that works,
make sure that your phone lines are
ready for the calls!

Financial Facts Tell The Story

2010-01-01T13:54:00.000Z

Lots of solicitors are being made redundant.

And many law firms are closing.

And it comes as a surprise to many people
that work in these firms.

But it should not be a surprise.

Because all staff should know exactly
how their law firm is performing. And if
they don't they must find out.

As you live with the consequences
of decisions it’s essential that you
help make them.

And if you work for a law firm you must know
the basic financial facts if you are to have
any influence on the business.

Management that informs staff, educates
them and allows them to influence their
own futures is good management.

If you are the Parnter in charge, provide your staff
with the answers to questions.

As staff, ask these questions. (Cut and paste).

Do we have an annual business plan?
Can we have a copy?
How many clients do we have this year?
How does it compare to the last 3 years?
How much income from fees are we forecasting this year?
How does this compare to last year?
How much income in total is forecast for this year?
Is there a monthly accounts document that can be shared with a snapshot of how we are doing each month?
What will our profit before tax be for the year?
How are any profits this year going to be used?
How have we been affected by the recession?
What areas are expected to expand and contract over the next two years?
What plans are in place to allow this to happen effectively?
Who is responsible for cost control?
What areas have been identified where we can save money?
How are salary increases worked out?
What are our forecasted income, costs and pre-tax profit for the 2010/11?
What is our average income per client in each department that comes to our law firm? (number of years x £ per year)
What are the main threats to our profitability?
What are the main opportunities for growing our profitability?

This is the start of open-management.

Great Legal Marketing

Personal Injury Marketing News of the World Style for Solicitors

Referral Systems For Solicitors

Employment Solicitors Use Facebook Stories To Get New Business

Marketing Ideas - Joint Venture For Easy Profitsmarketing

Google Places Changes - What to Do?

Google Places Just Changed The Ball Game For Solicitor Marketing

Solicitors Must Market In Sequences So People Buy When They Are Ready

New Tool From Google Helps You Shorten URL's for Twitter

Do People Like You Enough To Buy From Your Law Firm?

Yellow Pages Adverts For Solicitors - Make Them Great

Co-operation not Competition works for Law firms

Conveyancing Tips from Bournemouth Solicitors

Yellow Pages Mistakes

Solicitors Can Market Even When Not At Work

Solicitors In Bournemouth

Direct Law founder talks about online legal services

3D accident showreels for personal injury cases

Google Places - You Must Have The Right Categories Listed

Solicitor Marketing Ideas By Spying On Other Firms.

Google Instant Gives Solicitors Marketing Ideas

Solicitor Marketing - There's Riches in Niches

Professional Indemnity Insurance Solicitors And Life Changes

Things like;marriage, divorce, kids, buying a house, retirement, selling a business etc.Most people are going through these at any one time.

And they don't know that there are legal consequences. So there's the opportunity to enter their "theatre of the mind". This means that you enter the conversation that is already going on in their heads. It's much easier than butting in where you are not welcome.

Online Legal Services - Is The Time Now?

Turn Negatives Into Your Positives For Solicitor Marketing

How can Law Firms Come Up With New Ideas?

Solicitors - Have You Protected Your Relationship with Agents?

Niches for Solicitors - Can you exploit yours?

Solicitors market to the theatre of the mind...

Useful Tools for Solicitors to Market and Sell With

Be Your Own Solicitor Firm Or Law Firm Marketing Consultant

Solicitors Market With The News

Cheer up! Things may be bad but at least it's a good time to get a divorce

Solicitors and Lawyers Use Compare and Contrast To Sell

Solicitors That Market Persistently Win Profitable Business

Legal Services Subscriptions - Solicitors Kill Bill By Hour

Conveyancing Solicitor Goes Football Crazy and Scores

Those of you who have read Paul Hajek's profile will see that his ambition is for Spurs to win the Champions League within the Perpetuity Period ( a legal definition equivalent to 80 years)

Legal Marketing Partnerships with Schools

Swipe and Deploy Tesco marketing for legal marketing success

Selling Legal Services online

Be The Best Sales Person at Your Law Firm

Recommendation Isn't Referring

Referral Partner System for Lawyers and Solicitors

Get Your Solicitor Firm on Bing For Buyers To Come

5 Steps To A Solicitors Referral Network

Do You Continually Test Your Prices for Your Legal Services?

Mend Your Law Firm Marketing Bridges

How RG Solicitors market to Estate Agents to get more Conveyancing Business

Solicitors Must Test Prices Regularly

Marketing for Lawyers Isn't a Dirty Word

Help Estate Agents and They Will Help Your Solicitor Firm

Guarantees Win Business for Law Firms.

Testimonials and Referrals for Solicitors

People Pay Top Dollar for Legal Solutions

HIP, HIP Hooray?

Do You Continually Test Your Prices For Your Legal Services?

Mend Your Law Firm Marketing Bridges

See how Family-Law Dominate Google

What's Your Answer To "Why Should I Use You?"

Satisfied or Loyal Legal Clients - Whaddya Got?

Elder Law or Legal Services for Young Seniors?

Killer Articles Are Just a Checklist Away.

Can You Disrupt Legal Marketing Like Direct Line Insurance?

Solicitors Stop Competing on Price

Who Wants To Know How Prospects Find Your Legal Website?

Volcanos and Employee Rights

How Wright Hassall Won Thousands Of Pounds Of Business

Schedule Your Tweets While You Watch QI

The Death Of The Billable Hour For Solicitors

Volcanos and Employment Law for Solicitor Marketing

Continuity Revenue For Solicitors

Solicitors Help Out Estate Agents For Referrals

Law Gazette Gold - Solicitor Marketing Bites

Daily Inspiration Quotes From Twitter For Law Firms

Do You Build Rapport Personally And For Your Law Firm?

You Can't Rely On Word Of Mouth Anymore.

Be a Nosey Neighbour and Spy on your Law Firm Competitors.

Things like;marriage, divorce, kids, buying a house,
retirement, selling a business etc.

Most people are going through these at any one time.

And they don't know that there are legal consequences.

So there's the opportunity to enter their "theatre of the mind".

This means that you enter the conversation that is
already going on in their heads.

It's much easier than butting in where you are not welcome.