September 14th - People Buy When From Solicitors They Are Ready...

I've been trying a little marketing testing with a solicitor
in the South West.

It involves putting an advert in a local newspaper in Reading,
directing calls through to his Bristol practice and offering Wills by post.

It's looking promising. One of the key elements
though is the way the calls are handled,

(I listen to the calls as they are recorded) and the

follow up marketing sequence that the solicitor has in place.

I expect most solicitors don't have a follow up marketing
sequence for prospects.

And you are probably asking what it is.

It's simply a way of solving the problem
that most prospects only buy when they are ready.

And that's not when you want them to.

The stages of pre-contemplation, contemplation, liking,
trusting, learning, communicating and deciding over a
period of days, weeks and months before they part with their cash.

And if you don't have something that takes them
through this process then you are likely to end
up with a lot less business.

So make sure you have a marketing sequence
in place for your prospects.

And if you don't have one, get in touch and I can help you.

By the way, if you want to run the advert in your
local paper, let me know.

I'll even include a trackable phone number
so you can judge the results for yourself.