Do You Build Rapport Personally And For Your Law Firm?
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.
Thursday 25 March 2010
Monday 22 March 2010
You Can't Rely On Word Of Mouth Anymore.
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.
Read more...Sunday 21 March 2010
Be a Nosey Neighbour and Spy on your Law Firm Competitors.
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...?
Wednesday 17 March 2010
Be an Expert and Grab Celebrity Status For Your Law Firm
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
Tuesday 16 March 2010
Sole Practioner Builds Business On Google
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).
Monday 15 March 2010
The "Little And Often" Referrals System
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.
Wednesday 10 March 2010
Get A Google Listing Right Or Suffer The Consequences
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.
Tuesday 9 March 2010
Friday 5 March 2010
Tesco have Estate Agents Panicking - Lawyers Next?
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.
Wednesday 3 March 2010
How Fast Or Free Is A Great Guarantee
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.
Friday 26 February 2010
I Watched Television About Solicitors Last Night.
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
Thursday 25 February 2010
Can You Make It Easy To Buy From You?
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?
Tuesday 23 February 2010
Do You Have Loyal Clients Or Satisfied Clients?
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
Read more...Tuesday 16 February 2010
Check Out My "How To Use Twitter For Lawyers Report
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
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.
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