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
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...
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?
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.
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.
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!
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.
Read more...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.
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 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.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.
Just make sure it's a laser targeted headline or
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.
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
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?"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.
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