Free Legal Marketing Ideas for Solicitors That Get You New Clients?

Are you looking for a legal marketing expert?

Do you want to be an expert at marketing your solicitor firm?

Are you ready to try things that make your phone ring?


You landed on this page right? So I must know something about marketing!

 

 

Yes please Boyd, I hate doing the same thing every day expecting different results - that's stupid..Here's my email address...(don't ever spam me though!)
.

Email:

 

___________________________

Increase Your Value With Packaging

 

Here's a short video I did with an example of how
packaging can double the price of something.

I don't have much structure to this video, it's more a
"question poser" to you.

http://screenr.com/Xce

Maybe it will help you get valued for
what you do when you help change
people's lives for the better.

 

Create The Solicitors Firm You Want


I was speaking to a solicitor who complained about his clients
always asking for discounts and always questioning his value.
(Even his "best clients").

He blamed the price comparison sites for driving prices down.

I asked him, "Who let's your clients treat you like this?"

He thought about it for a moment before replying...

"I do," he said.

Now let me ask you...


  • Do you accept every prospective client that comes along?
  • Do you accept price hagglers?
  • Do you accept people that don't take your advice?

What sort of firm are you going to have if you do accept people that you don't really want?

How hard are you going to work to fill your books with clients that don't want to pay you what you are worth?

If you have to beg or even worse, pay for leads from middlemen how does it make you feel?

The truth is that businesses fail because they don't know how to market not because they don't know how to deliver.

When marketing is good you can set your own price. You can send problem  clients elsewhere. You can increase prices until you hit a diminishing net return.

The goal of your business is;

Maximum Profit
In Minimum Time
With The Least Work


You may want to do lots of work and spend hours over it but that's a personal choice, not a business choice.

Some people say you'll never get referrals if you charge high prices. Well let me ask you this.

"If you have great clients that pay you what you are worth what type of referrals are they going to send your way?"

That's right - more people like them.

And if no-one refers so what - you've got a firm of high value clients all paying you the money you deserve. Is that so bad?  You just keep marketing to find more.

But the fact is that if you choose to be cheap - then you'll get cheap referrals and if you choose to be premium...you will get premium referrals.

Ultimately you are responsible for the type of clients you get. And if you do it right you'll get good ones. And then if you serve them right and keep them loyal they'll stay with you for years.

There's only so much you can take from Tesco Law, tighter regulations and increasing insurance premiums.

Taking the path of least resistance and doing nothing is no way to live your life.

Do nothing, say nothing, be nothing.


  • Wouldn't it be better to be the highest price firm in town?
  • To walk around proudly because of the value people see in you?
  • To give your family what they want when they want it without having to make excuses?

You can create any life, any firm you want.
And you don't have to work all the hours that God sends.
Because you just have to apply the right knowledge at the right time.

And then Systemise it.

Turning your business into a system that means you can reduce costs, speed up service and make more profit is the only way to make as much as you want for as little effort as you want.

That's right. For as little effort as you want. You don't think Warren Buffet works
harder than a scaffolder do you? If it was down to hard work, labourers would be
stinking rich. But they're not.

The people that make the money have a short-cut. They have the their system up and running in a couple of months.

Do you want to create your own system.

Or do you want to rely on luck?

PS my sole practioner friend Paul Hajek has created his own system and he's letting others in to it  - he's also giving some tips away for nothing - they are here http://www.solicitorsmarketingsystem.com/reports/7bks-glm/


 Solicitor Uniqueness for marketing


Every now and again I contribute to other people's blogs.

It helps me get found by solicitors and it's fun.

One I contribute to is a copyright/IP solicitor called Shireen Smith.

You can find her blog here http://goo.gl/Ljn9C

She is currently blogging about what makes a firm unique.

And it's interesting to see a solicitor's take on this.

My personal favourite about what makes a law firm unique is when they use guarantees.

“Double Your Money Back Guarantee”

If you are not 100% totally satisfied with our service to you we will pay you back every pound, every shilling and every penny PLUS we will donate the same amount to Great Ormond Street Children’s Hospital for wasting your time.

Ask your current solicitor if they will match our guarantee.

And when they say they won’t…draw your own conclusions."

Many law firms are doing unique things it’s just that they don’t know about it.

And they don’t actually say it out loud.

It may be speed of service, 24 hours availability, local expertise etc.

Shireen Smith is on her way to making a name for herself.

And I am sure that her writing is bringing clarity to her decision making.

That's a great advantage of writing every day. It really does help you with thinking.

Here's my  video about uniqueness for solicitors..
http://www.youtube.com/watch?v=T1bIksn0BAY


March 22nd Yellow Pages or Google it?

Find the Yellow Pages, find the category, scan the advert,
choose the advert, make the call/s, put the Yellow Pages back
and wait for the client pack to arrive.

Google it, look at the website, see the reviews, get all the information
you want fast.

Today is not 9-5 it's 24/7/365

People buy when they want to buy not when you want to sell.

And if you haven't got your website onto the first
page of Google for hundreds of search terms then
get a move on. Tesco Law is coming.

Google Places is one way of getting on the first page of
Google. And you can either pay someone a lot of money
to do it (and maybe they'll manage) or do it yourself for
£27.

Either way you've got to do it because the internet is the future.
But then you already knew that didn't you?

Here's my £27 training.

Google Places Magic

PS (And the training works because I used it to get
SolicitorsInBournemouth a good ranking for divorce solicitors Bournemouth.)

 


March 21st - Some Recommended Reading Of Great Books


  -

Here's a free book on "creating customer evangelists."

It's a series of case studies of companies that put referrals
at the heart of everything.

If you don't have a 100% referral score, and by that
I mean 100% of existing clients give you referrals you
might want to do two things.

1  Read some of this book for inspiration
2  Find out what it is you need to do to get a 100% referral score


You see, whilst last week I talked about customer lifetime value,
(the amount £'s someone spends with you over their lifetime with you)
I neglected the referral aspect.

Getting a client at break-even can be ok if you get referrals (even
if you are a one-off transaction type business).

You have to make it frictionless for someone to give you referrals
and be worthy of them. And you can only do this by finding out
who is referring you and who isn't. And having a system in place
that expects referrals and asks for them, in the right way.

And you probably should reward the referrer and referred.

Here's the book http://creatingcustomerevangelists.com/testify/testify.pdf

If you aren't being pro-active on referrals there's good news.

More money is just around the corner.

Maybe just calling your clients a week, 12 weeks and 30 weeks
after completing their case will enable you to prove you're worthy
and get those referrals. Simple but I bet 99% of firms don't do it.

PS - Thanks for the Google Magic purchases everyone!

PPS Referral Network Building - The Ultimate List

PPS A surveyor I know is aiming to get referrals from solicitors with..
"Refer Surveys To Me And If England Win The Rugby World Cup
I'll Give You 100% of My Fee!" 


Want to know how? Click here

 

February 24th - What Does Groupon Teach Solicitors?

You may have heard about Groupon.

It's a company that makes it money by sending offers to a large email opt-in list.

It profits by taking a share of the sales (25%).

It also stipulates that deals have to be 50% off normal price or some other "great" offer.

So Small and Medium Businesses (SMB’s) that use Groupon can give away 75% of the price of their product.

IS THIS A WISE THING TO DO?

All SMB's should know about customer lifetime value.

This is the key to using Groupon.

It helps you to decide what price you can afford to sell your initial service at.

Ultimately even if you lose money on your first sale, providing you have a good marketing sequence you can turn a one-off into a long term client and get referrals.

FIND, GET, KEEP AND GROW.

Groupon can do the first two. It’s up to merchants to do the last two.

What's this got to do with you?

More and more media owners are moving to pay-per-performance models.

Even major directories are going this way.

And I am doing it at the moment with solicitors and local newspapers.

Law firms just pay per each call they receive rather than for space.

You too can try this with your local media. (Ask me how).

And secondly, this is a reminder email that client liftetime value is a huge indicator of profitability.

Getting a loyal client at break even and getting systematic repeat purchases....

That's a system that's worth something.

PS Marketing sequences video one

Marketing sequences video two

PPS I'm speaking to Groupon about a client in the Body Stress Release area...

Not sure if Groupon will do a Wills offer but I'll ask them and let you know.


February 22nd - Do Your Solicitor Clients Understand What Your Service Will Be?

When someone buys something from you
do you make it absolutely clear what will happen
from that moment onwards?

The reason I ask is because if someone doesn't
know when they will receive your service and
how it is going to be delivered, they will almost
certainly have to check up with you.

This takes up your time, makes the client unhappy
and doesn't make for referrals and positive reviews.

What do you do to make sure someone understands
what it is you will deliver as a service?

I guess this is basic stuff, like answering the phone well and
making sure everyone knows the portfolio of things
you offer.

But it's often the basics that are overlooked in
life because a) people assume everyone knows and b)
most people are only really concerned about their own job.

The best thing you can do to improve how you
operate is to record all the phone calls coming in to your
firm, listen to the recordings and then ask staff to listen to them.


There'll soon be a list of things you can do to convert more
enquiries into leads and service your existing clients better.

I guarantee it.

In fact, get yourself a recording phone number
from Admeter, put it on your website, and if you don't
agree that it helps you win more business after 60 days, I'll pay
your first month's charges.

I'm an evangelist for tracking
and recording calls and with my guarantee
what do you have to lose?


February 16th -  Finding, Getting, Keeping, Growing Clients.

Here's an interview I did for www.hireyourvirtualassistant.com - feel free to watch.

February 15th - Your New Solicitor Services To Market

 

Someone complained to me the other
day that they "didn't have any new services
to market to their clients."

I asked them if every client knew about
every service they already offered?

The answer was "No".

"Then you have new services to market" I said.

Watch the video  http://screenr.com/KAA

 

February 9th - Second Opinion Services For Clients

 

I've been hearing clients talk about their
experience with solicitors.

(The beauty of call recording as research!)

Many of them have explained they are not sure if they are
getting the right service and advice.

I think this is a natural response from some clients.

They may have been expecting a different service
when they engaged their solicitor. Or they may not have
expected it to be "so expensive". Or they may have made
the wrong choice of solicitor in the first place.

Perhaps it's worth looking at making your services
"checklist-able" so that clients know exactly what
they will get.

(Make sure you add in everything you do
and when prospects ask "Why should I choose you?" you can
show them why. Think compare and contrast).


And secondly, perhaps it's worth creating a "second opinion" service
on a fixed fee that reviews other solicitor's work.

Ethically, some solicitors may not be comfortable about this.
And I know there are some that specialise in going after
other firms.

But I know there are probably a percentage of clients
that would like a non-confrontational second opinion, (and may transfer their
business over to you).

A belt and braces approach appeals to people.
So why not offer both?


How you package this is up to you. It's common practise
in many service industries to get a second opinion and
the easier you make it the easier you'll get clients.


PS Grab the No-Holds Barred, Take No Prisoners, 100% Guaranteed Training
Guide To Local Search Marketing On Google - £27 - 60 Day No Questions Asked Refund

 

February 1st - Are You A Law Firm Marketing Expert?


Are you a marketing expert?

Try reading this one and a bit page PDF

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

If you can pat yourself on the back after this
then BRAVO. If not, it's pretty easy to make a fresh start.
(Got a pen and paper?)

 

January 27th - Solicitors Online Branding Is Serious

 

Have you checked your own online "brand"
recently?

After all Googling you is the first thing
many people do when they talk to someone
new for the first time.

Try Googling yourself. What do you see?

If you aren't happy about it you are going
to have to do something.

I did it to my name and found I'm ok with the results.

I even found an article I wrote for Estate Agent Today
which has been read more than 800 times that I'd forgotten
about. http://www.estateagenttoday.co.uk/news_features/Boyd-Butler-Blog2

And if you have no online presence at all
that's great...you can create whatever brand you
want starting this week.

You can become the expert
in your town/city before the summer holidays.

Here's how http://goo.gl/Nys0n

Take a look at Sole Practitioner Paul Hajek's results
http://goo.gl/IWlKe

Paul gets more business by having a good
online personal brand. (He's getting so good
he's now even teaching others how to do it!)

Tip for employment law solicitors...

If people can get sacked because they
use Facebook and have inappropriate
photos on their profile maybe you can
offer a Social media update to your
business clients?

http://www.metro.co.uk/news/853472-facebook-photos-could-cost-teachers-careers?ITO=socialnet-twitter-button

 

January 21st - Solicitor Websites Work Better With Chat

 

How many people come to your website and leave
without calling or emailing you?

I confidently say it will be hundreds a year.

So what are you doing about it?

Perhaps you could gently encourage
people to engage with you by using chat.

Check out this short video

http://screenr.com/L0E

And if you want to add chat to your website
give Toolkit Websites a call or maybe chat
to Jack online?

 

January 19th - Solicitors That Use Video For Marketing

 

Here's a quick tip.

Google loves videos.
So do people. (They watch telly right?)

And it only takes 4 minutes from uploading
a video to getting it on to Google.

Here's the proof
http://screenr.com/3Bl

Videos do work and you don't have to
have an expensive camera and set up.

One video I did has now had
491 views and it didn't cost a penny to do.

Here it is...

http://www.youtube.com/watch?v=39f8XaH_sVE


And how about this as a way of telling a personal story...

http://goo.gl/JnvLX


I hope this has given you a few ideas about how to
use video in different ways in marketing your law firm.

If you want more details

on how I do these videos let me know.

PS are you using Skype? It's a great way to have a face
to face meeting with prospects without them having
to visit you...very convenient.

 

January 14th - 105,000 People Cannot Be Wrong

 

I was reading in BBC Wildlife about the only
animal (apart from humans) that
prepares for war through pre-combat bonding.

It's the green woohoopoe from sub-Saharan
Africa.

Before battles with other birds the leaders
preen their followers, giving them
a pep-talk at the same time and helping to build the team.

Giving pep-talks is what great human coaches do.

I know this because I used to work in football
and saw what could happen when a coach made
each player 10% better than before. Reading
FC won promotion to the Premier League with
a record points total.

But don't just
take my word for it.

(Here's what 105,000 employees said
about managers as coaches).

12 Questions You Must Ask Your Staff.

I'm not one for form-ticking appraisals.

But I think these questions help elicit
the truth. And once you have an honest
answer, you can give your honest coaching
and leadership pep-talk.

I wish I'd known this when I had 60 people
to manage. It would have made life much
better for all of us.

 

January 12th - My Predictions for 2011

 

Everyone is making predictions
about what 2011 holds.

And I thought I'd try and come up
with some new ones. But guess what?

My predictions for this year are the same as the last.

So if you have a couple of minutes have
a read and see if any of these ring a bell.

2011 Predictions are here.

 

You can probably guess my 2012 predictions too...

January 6th - Today is the day of Epiphany

Epiphany is a religious ceremony.

But today I am using it as a word to describe the

 

"sudden, intuitive perception of or insight into the reality
or essential meaning of something, usually initiated by some
simple, homely, or commonplace occurrence or experience."

And my sudden insight is this...

Remarkably 50% of solicitors have not even claimed their
 Google Places Listing.

And the essential meaning of this is that 5000 firms do
not even understand the basics of internet marketing.

I've been too wrapped up in advanced marketing to notice
that many firms cannot or will not invest even 5 minutes on
 basic maintenance.

Please, please, if you are a solicitor and you haven't checked
your Google Places listing do it today. Right this minute.

Visit this
page and I'll even show you why you need to do it
and how I can help you

 

 


 

January 3 - State of the Economy

Many people are fearful of 2011 and what it will bring.

Some people will take part in the Cycle of Doom.

You know, the one that sees you slashing costs, prices and profits.

And if you search Google for "Fear" you'll find there are 150M results.

But do you know what?

Your business is still only about three things.

1 Generating Leads

2 Converting Leads to Clients

3 Getting Clients to buy again

You just have to make sure you are going where the money is.

Because person A is still buying from person B.

Ferrari still sells out before they even make the car.

You have just got to give more value than what someone is paying you.

And make sure you are marketing to those that can afford to pay.

If you aren't doing this, change the sales and change your self to ensure you are.

Because more people search for hope than fear.

Which means you have a lot to look forward to if you can tap into this hope.

"it was the best of times and the worst of times."

The choice is yours.

December 15th - How Newsworthy Are You?

 

Publicity is FREE, powerful and will turn you into a local expert.

And your kids will love it too...

One of the best ways to get media coverage is to start sending out regular press releases to your local media.

It’s cheaper than advertising.

It’s probably going to be read by more people. And it’s powerful.

But where do you start?

The key is to think of all the things that are newsworthy.

You’d be surprised at what local media will pick up.

I've made a list of things that can get you coverage.

Click on the link below.

http://goo.gl/QTaVr

Send me your successes!

 

December 7th - Captain Compensation, NOTW style marketing


 

 

November 26th - Check your Google Preview out

 

 

November 24th - Getting A Systematic Referral System In Place For Solicitors

Here's the short video on referrals. (And a challenge later on).

http://screenr.com/KAA

Nothing is better than getting a pre-sold prospect to call you after being referred by one of your best clients.

 


So if there's nothing better why not
try and increase the number of referrals?

Here are the categories of businesses you should get referrals from;

Accountant | Financial Adviser | Printer | Web Design | Banking | Mortgage Broker | Graphic Design | Computer Support | Telecoms Provider | Office Supplies | Photographer | Insurance Broker | Electrical Contractor | IT Consultant | Marketing Consultant | Florist | Builder | Security Products | Architect | Cleaning Services | Signage Company | Travel Agent | Decorator | Business Advisor | Promotional Gifts Company | Interior Design | Surveyor | Telephone Systems | Car Sales | Computer Sales | Car Sales | Internet Services | Public Relations Company | Alternative Therapists | Events Organiser | Health Insurance Broker | Plumber | Office Machinery | Office Furniture | Car Servicing | Health and Safety Consultant | Will Writer | Estate Agents Residential | Commercial Letting Agent | Caterer | Landscaper | HR Consultant | Hotel | Employment Agency | Carpet Cleaner | Utilities Broker | Couriers | Car Hire | Car Leasing | Gardening Services | Wine Importer-Merchant | Mobile Phone Retailer | Jeweller | Book-Keeping |Removals/Storage | Secretarial Services |Personal Trainer | Hypnotherapist | Dentist | Private Doctor | Private School | State School

Want a copy of the letter that gets referral partners on board
for one of my property clients (not a law firm)?

Send me a video testimonial and I'll send it to you.

Ok to do a video testimonial type some nice words
on to a Powerpoint slide.

Go to ScreenR.com
Sign up for a free account.

Place the screen capture
box over the Powerpoint slide.

Record yourself reading
the words on the Powerpoint. (

You need a microphone
on your computer or external microphone plugged in)

Save the video and send me the link. (Now you can do videos).

Just like this which took me 30 seconds!

http://screenr.com/z8F

Go on...practise on me! (If you get stuck
then let me know I'll help you.

Or just use the webcam feature on You Tube and send
me the link when you've done it.

PS get your referral cards free from your printer.
You just offer his referral cards to your business clients
and he does the same for his clients with yours.
And he prints the cards free. That's gratis marketing.

(And then he prints his cards for all his clients
and includes your details on the reverse).

 

______________________________________

November 19th - Can IFA's Refer Clients To Your Law Firm?

 


JP Morgan are trying to help Independent Financial
Advisers partner up with solicitors.

They see solicitors as good referrers and IFA's should
be banging on your door.

Here's their report

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

It makes an interesting read.

Maybe you could
invite the local IFA's in to your firm?

There's bound to be a lot of business
you can get if you can find a trustworthy, qualified
and likeable IFA.

 

___________________________________________

November 17th - Accident and Injury Solicitors Check Out This Video

I'm a great fan of video. People have small libraries and big TV's.

So it makes sense to use video for personal injury cases when appropriate.

Accidents at work, vechicle accidents, and medical claims can all benefit from video.

This is a Scottish company's work. Email

justinadams@LAmedia.co.uk.

 


November 12th Law Society Accreditation Schemes - Use Them To The Max

The Law Society have produce a scheme for
conveyancing solicitors. Yes they charge to be accredited.

But these are my thoughts on this.

If you are going to do it - sign up first and use it fast.
Use the logos everywhere it'll impress a prospect.
And if you are first in your town say it.

"We are the first to be accredited by the Law Society etc etc"
and then blast it out on your PR list/email newsletter etc.

Make sure you do an interview with the Law Society about this scheme.
Get a video/audio/text interview with someone important at the Law
Society and use this everywhere. Make sure the mention how happy they
are that you are member.

Get the certificate and photocopy it. Put it on your website,
in every letter you send out about conveyancing and your
marketing pack. Then send it to all the Estate agents in the area
with the Press release.

Make sure all your details are with the Law Society
so that any website they set up with accredited conveyancers
details is right for you to get calls.

You get the picture?

If you are paying for something then USE it.

It's better to be resourceful than have resources.

Because smart always wins in the long run.


 

November 8th - Who's Doing What In Social Media? Find Out Easily.

November 4th - Three Great Marketing Ideas For This Week

3 things I saw this week that
you might want to take a look at and
steal the good stuff from.

You've got the AA and Saga launching legal
services powered by Epoq. (CEO is grahame@epoq.co.uk)

It's here http://goo.gl/L8rMO

(you can do the same as the AA with online services)

You've got Baines Cohen using great guarantees
on their website and testimonials in things
called Johnson boxes (they work).

That's here http://goo.gl/FmRRr

(you can copy guarantees and testimonials)

And BS and I solicitors using forms
that you fill in to start a debt collection process

That's here http://goo.gl/GAq3P

More and more of you are asking me questions
and sending me stuff. THANK YOU. It helps me to
share good stuff.

Thanks to Paul Hajek of Clutton Cox
and Grahame Cohen for pointing the sites above out.

And congrats go to Tim Bishop of Bishopslaw.co.uk
who's a winner with the changes to Google's local
search. (you might want to check the website for
what do make sure you're a winner).

Thank you also to Steven Partridge at SykesLee.co.uk
for reminding me of a simple solution I came up with to getting
testimonials/reviews (computer and camera in your reception)

PS if you want to know how to find great
keywords then you need Wordtracker

Get this great book, Thinkertoys by Michael
Michalko

Here are some tools I use.

Forget your passwords to Facebook/LinkedIn/Google
etc etc - try out this encrypted password tool.
http://shrunklink.com/fpyr

Want to make videos? It's easy  - use Powerpoint and
http://screenr.com/

Want to spy on other law firms Adwords and SEO
keywords on their website? Click for Keyword Spy

___________________________________

November 2nd Google Places Changes - What To Do About It.

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.

(Remember the video I did? It's here)

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 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.

* Get 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.

Any questions or feedback let me know.

_______________________________________

October 30th Google Places For Solicitors A Halloween Game Changer

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.

But this is a game changer if it stays like this.

I'll be giving some tips on what to do next week.

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

_______________________________________________________


October 29th - Prenuptial Publicity Success For Solicitors

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.
_____________________________________________________

October 28th - Google's URL Shortener Is A Useful Tool


Sometimes you want to make a URL
(website address) shorter.

For example, it helps with Twitter messages to have
shorter URLs.

And so here's a new tool you can use.

http://goo.gl/

It's Google's new URL shorterner.

Much easier to put into Twitter messages.

I'm only guessing but...

Perhaps the Google links are likely to work
and likely to remain working for a
long time as they are Google links.

Oh...and there are also some analytics that
you can find out about e.g. how many clicks
a certain shortened URL might get over
a period of time.

A sort of analytics for shortened links.

Personally, I'm going to use the Google links
because I think they may also use these for
ranking in the future but who knows? Better safe
than sorry.

PS congratulations to http://goo.gl/uxeW
for getting on to the first page of Google for
the key search term.

________________________________________________

October 25th - Direct Mail Works If You Get It Right

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.

Here's the personal injury advert they use,

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.

__________________________________________________


October 18th -  Rule Number One Of Selling For Solicitors

Rule No 1 is “People must like you in order to buy from you.”

People have to like you. Because people buy things from people they
like.

And if you don’t have a likeable personality you are never
going to be really successful selling what you have. So get
likeable.

And if you don’t believe me, consider this;

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

Whether they liked you?

Or whether they trusted you?

Here are the general reasons 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 increase my productivity/
  • profitability/solve my problem
  • I believe this sales person wants to help build my
  • business or me so he can build his.

Do what you can to demonstrate to your clients that you understand
these reasons and you’ll be way ahead of the game.

_____________________________________________________________

October 12th - Adding Services To Your Solicitor Business

I've seen an Estate agent that will sell properties for nothing.

They charge the buyers a premium instead.

http://www.easy4uproperties.co.uk/  have a different approach.

And this made me think...

"What is stopping you acting as a buying agent for your buying conveyancing clients?"

I phoned the SRA to check and they said it's ok as long as you apply Rule 9. Which is here http://www.sra.org.uk/solicitors/code-of-conduct/rule9.page

As I see it, you are acting for the buyer in the conveyacing role already. If you are good at negotiating why not negotiate with the help of the Estate Agent to get your buyer a better price?

If the property is for sale at £250k and your buying clients wants to pay £245k and you get it for the buyer at £244 - why not split the £1000?

You could even offer a buying service as an added value proposition.

"We are the only solicitors firm that will act as your conveyancing and buying partner, negotiating with the seller's agent on your behalf to get the best price for you."

It would take the fear of "being stitched up" by an Estate agent away from the buyer wouldn't it? And let's face it, how many buyers realise the agent isn't working for them? (Answer, not enough).

____________________________________________________________

October 6th - Branding v Marketing for solicitors


There are lots of arguments about what consitutes selling, marketing, and branding.

Marketing is “Let me tell you how great a lover I am.”
Branding is “I understand you’re a great lover.”

Selling is "So are you going to make love to me?"

All have their place, however marketing will also produce branding.

For lawyers they are not exclusive. Branding is the by-product of marketing.

Don't get caught up in the semantics.

Read this page on why you should focus on marketing

_________________________________________________________________

 


 

__________________________________________________________________

October 4th - What Would Happen If You Recorded Your Inbound Calls?

I've been checking out how many solicitors are on top of their marketing by looking at who records the lead source and how they monitor calls.

One firm I have been asking is
Solicitors Bournemouth.

They are recording all their calls from their website so that A) they know how many calls they get from it and B) so that they can improve their call handling/selling technique.

When they want to assess what's working with their marketing it's easy for them to compare all their channels because they have assigned a different phone number to all channels. They have also programmed in their marketing budget so that they now have a cost-per-call analysis.

If a sole practitioner can do this can't you? Drop me a line and I'll tell you how....
boyd@GreatLegalMarketing.co.uk

September 24th - Founder of Epoq Explains Online Law Services

A couple of weeks ago I talked to Tim Bishop about online legal services. Tim likes the idea and is keeping his eye on how they develop.

Grahame Cohen, founder of Direct Law saw the
piece and got in touch. Here's a summary of our
chat via Skype. (boydbutler)
 

Grahame, I've talked about Direct Law and on line legal services before and had some feedback from solicitors.

You wanted to make it clear that on line does not mean cheap or fixed fee.

Can you explain more...

"Some lawyers think that on line legal services means that the fee earner loses control and that the marketing person fixes the price. But with Direct Law the fee earner remains in control, as it’s perfectly possible to set up the system so that the fee earner decides on a client-by-client basis how much to charge, just as they do normally.

I am encouraging firms to list a from fee or an expected fee range for a service, as clients like to know they can get certainty. This marketing approach will then generate a call from the client . The lawyer establishes what the client wants and agrees the more often than not demanded fixed the price, The service is then provided using the firms on line documents accordingly.

So we've got the flexibility within our DirectLaw system for fee-earners to have clients instruct the firm through a Q&A online, which prepares the first draft and to charge what the fee-earner agrees with the client."

Grahame, what about publicising fixed fees on line?

"You can always publish a price range on the website so that the prospect knows the solution is affordable and can compare prices. Some lawyers may want to have prices highlighted, some will have a range and some won't mention price until they've established needs. Some may want to price some documents as fixed and other leave to the lawyer to agree with the client. The system is flexible. Most importantly using it makes the firms more profit and the clients happy"

Grahame, do people mistake on line for hands off?

"It's not about having a purely online or offline relationship. Online legal services are a way to deliver what some clients want when they want it and make more profit. It just forms part of the process, No different to sending an email rather than posting a letter. I have noticed confusion where lawyers think there is online or there is me the Solicitor.

 

This is often reflected incorrectly on their website; it should be seen and presented as one service where online may commonly be a part of the client workflow. Incorporating data Q&A capture as part of the process simply gives the clients more convenience and the law firms more profit by saving time.

Increasingly people want their solutions done on line. And you've got to give people what they want or they will go elsewhere."

Grahame I've experienced Quick Capture - it's great to capture leads isn't it?

"The quick registration tool allows you to capture a lead in under a minute, send an email with a link to a personal legal solution that's sitting there just waiting to be finished off. And you can keep in contact with that prospective client until they do buy from you ... rather than getting an initial call and then not following up."

Who should be doing on line legal services Grahame?

"Eventually all consumer & SME law firms will. The public will demand it. But for smaller firms that want to start, maybe you'd should select  an on line champion fee-earner that wants to go down this route to get started. We'd like to help them become experts. And we're investing in helping our partner law firms make more out of their websites through educating them on what works best.

 

I truly hope firms see their client base is now the wired community and these are solely the clients they will have in the future.

I would not want to be a firm having to rush and play catch up with those firms who have established online processes and have their web presence working effectively."

And any final thoughts?

"The early adopters will be ahead of the game. And they will be the ones that strip costs out of preparing documents, impress their clients and allow staff to focus on high value, interesting and super-profitable work."

To get in touch with Grahame (and mention this article) email him grahame@epoq.co.uk or visit www.directlaw.co.uk
.

PS my idea is to run an employment law service for small to medium firms, charge them £500 for unlimited use of legal documents and helpline phone number. A good idea for a subscription service? It works for Peninsula who have 25,000 clients and get 12,000 calls a week.

________________________________________________________________________


September 23 - Video Is An Essential Tool  - Here's Your Marketing Idea For PI cases

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.

_____________________________________________________________

September 22 - Marketing Tools Can Give You Marketing Ideas

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.

__________________________________________________________________


September 20th - More Google Places (Local) advice.

I got this email from Tim Bishop and he asks...

"I took up your advice on Google Local some time ago.
By following your advice I am number one in Google Local for Salisbury Solicitors but in contrast in Andover, a town with fewer solicitors, the best I can manage is position 6 in the magnificent 7.

Any idea why and any suggestions how I can improve that?
"

__________________________________________________________

Now, first of all I am going to assume you all know what
Google Local is. If you don't then watch this http://screenr.com/tJh

Let's take a quick look at this for Tim

Andover Solicitors search shows BishopsLaw.com coming
up 5th out of the Magnificent 7 Google Local results.
(maybe wishful thinking has pushed it up one already!)

First of all I advise Tim to get lots of testimonials reviews, which
he is planning to do.

Secondly I'd say check out the more link on the 4 entries that are above you.
This will show a number of links that they have in place mentioning
Andover Solicitors. If you can get any links in the same places as
these then do that using your keyword.

Here's the video on how to do it
http://screenr.com/Flh

I'd also bet that if Tim puts a couple of videos together on
YouTube with the right key words and embeds them on his
Google local profile then this will help too. Because Google owns
YouTube.

And finally, I'd check with all the major directories
that his website is listed. There's a great tool to do this.
Just let me know if you want the info on it.
Send me a message with Local Directory Tool
and I'll dig it out for you.

______________________________________________________


September 16th - Google Instant Could Change Your Marketing


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

PS Government are still giving away a bit of money
to get me to help you. Interested?...
email me.

________________________________________________________________________

Sept 13th - Is The Economy To Blame?



Sept 7th - Referrals are important so do you have a referral system?




Sept 6th - Riches in Niches. Specialists can charge more.

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"


August 30th - Online Legal Services Marketing - Is The Time Now?

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...

August 25th - Use Negatives To Sell Your Positives.

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.


August 10th - Be Your Own Legal Marketing Consultant

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.


July 19th - Conveyancing Secrets of myhomemove.com

 

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
 

July 15th - Persistency Pays When Marketing For Solicitors

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.

 

 


July 13th - Subscription Services from Solicitors
 

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...

What do you think?


July 8th - 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.

July 2nd - 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.

 

 

 

The recommendation I would make is that they need to have a trackable 0118 local Reading prefix on the  post card as this would make it more authentic (it can still go through to the 0117 call centre undetected - speak to me about how...) and they should now put these targeted homeowners into a marketing sequence of at least 7 touches.

 

Personally I would start with DVD full of testimonials.

Followed by letter offering "bait" i.e. free report.

This bait captures phone/email details.

Followed up with postcard.

Then email 1, 2,3, 4, 5 and forever marketing sequence including offers for referrals to other family members and home services companies, Wills etc.

Is there anything stopping a solicitor from taking the same approach and canvassing property sellers?

Not according to the Solicitors Regulation Authority Ethics advice.

You can slip a postcard through the door of any house for sale with an offer to do their conveyancing.

(Just don’t knock on the door”).

Will it work?

I don’t know.

But as you can get postcards free from Vistaprint and can easily track the success of a trial through trackable phone numbers all you have to lose is time.

Unless of course, you team up with an estate agent who is already thinking about doing this. And you just share the leafleting manpower expense.


June 29th - Recommendation or Referrals - What's Better?

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.


June 23 - Referral Networks - Your Letter to Attract Partners To Your Law Firm
 

Referral Partner System for Lawyers and Solicitors

Remember my last post 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


June 15th - Referral Networks and How To Create Them For Law Firms

Still on the the theme of referrals for solicitors.

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.


June 10th - How RG Solicitors Target Estate Agents For Referrals

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.



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 dollar 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

Don't forget to request permission. I'll even tell you how to get agents to open up your
email when you send it.


June 1st - Guarantees Win Business for Law Firms.

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.


May 26th


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 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!



May 25th - People Pay Top Dollar for Legal Solutions

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?


May 20th - HIP, HIP Hooray?

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...;-)


May 19th - Do You Continually Test Your Prices For Your Legal Services?



May 17th - Mend Your Law Firm Marketing Bridges

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.

 



May 12th - See how Family-Law Dominate Google

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).


May 12th - What's Your Answer To "Why Should I Use You?"

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 ;-)

_________________________________________


May 11th Satisfied or Loyal Legal Clients - Whaddya Got?

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


May 6th - Elder Law or Legal Services for Young Seniors?

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.

 

May 4th - Killer Articles Are Just a Checklist Away.

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).

April 30 - Can You Disrupt Legal Marketing Like Direct Line Insurance?

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.


April 30 - Solicitors Stop Competing on Price

“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.


April 27th Who Wants To Know How Prospects Find Your Legal Website?

test2

April 27 - What Do Legal Services Prospects Do On Your Website?


Ever wondered what people do when they go on your
website?

There's a tool called Google content overlay. It let's you "see" what
people do on your solicitors website. Watch the video above to see how it works.



April 27 - Volcanos and Employee Rights

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

April 26 - How Wright Hassall Won Thousands Of Pounds Of Business
                                  
   Watch the video below



April 21st The Death Of The Billable Hour For Solicitors

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.


April 20th - Volcanos and Employment Law for Solicitor Marketing

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.

April 19th - Continuity Revenue For Solicitors

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.


April 14th - Solicitors Help Out Estate Agents For Referrals

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!


April 7th  - Law Gazette Gold - Solicitor Marketing Bites

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

April 2nd - Daily Inspiration Quotes From Twitter For Law Firms

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!)


March 25th 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.

March 23 Schedule Your Tweets While You Watch QI

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

March 22 - 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.


March 21st  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...?

March 17th - 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

March 16th - 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).

March 15th 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.

March 10 - 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.



March 9 - How Solicitors Can Siphon Off Traffic From You Tube



March 5th - 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.


March 5th - Secure And Retain Your Google Local Position

Getting more links to your website is a good thing generally.

Getting more links that Google takes note of is even better.

But how to find the right links?

If you are talking Google Local then you can spy on what
the successful firms are doing and find out where
they are linking to get on Google Local.

When you know where they are linking replicate what
they are doing.
Check out the video to see one way of spying...



March 3rd - 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.


Feb 26th - 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


Feb 25th - 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?

Feb 23rd - 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



Feb 16th - 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.


15th February - You Can Do The Same Videos For Free




Feb 12th - Solicitors Get Google Traffic Fast From Twitter



Feb 11th - Google Buzz - Is It For Law Firms?

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



Feb 9th - How To Position Yourself As A Legal Expert.

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.

Feb 2nd - Why Don't You Change Your Marketing?

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?

Feb 1st - Shoosmiths Website You Can Swipe

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..

27th January - Get Testimonials Agreed Before You Start Work

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!

 

20th January - The Power of Scarcity Can Sell Legal Services

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




19th January- How Video Gets You To Top On Google

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..



January 13th - Law Firm Marketing Demands Guarantees

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.

January 11th  - Law Firms Waste Money On Adverts

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!



January 2010 - Financial Facts Tell The Story


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.

December 25th 2009 - Cross selling success for law firms.

"If you aren't counting, you're just

practising".

Please keep score with your cross-selling...

You'll get more cross selling done if you;

1. Make it part of the job - and explain why it's important

2. Keep score - reward people for cross-selling

3. Staff will then see it's important.

4. Make sure it's part of the questioning process for phone calls.

5. Coach all staff in cross-selling so they feel confident in doing it.

6. Put cross selling paragraphs on the bottom of everyone's emails.

7. Make sure links on the website cross-sell (with the right keywords in the links)

 8. Make sure that you cross-sell in email and paper newsletters

 9. Bundle products together so cross-selling is seen as natural

10. Have forms that people fill in and give to other colleagues with opportunities.

11. Have a follow up and feedback system in place to see who follows up well.

12. Have a budget in place to reward staff who pass on opportunities,

13. Reward internal referrals whether they turn into work or not.

 14. Think about it. Action it. Test it. Refine it.

Cross selling is habit you must create.

 And PROFIT from.

Has anyone ever given you a better list?

 

 

December 15th  - Do You Want A Google Sticker For Your Solicitors?



Let's face it. Google Rules.

And if you aren't looking at a future
that contains Google then you may not
be looking at such a bright future.

Google uses window stickers to help the most searched-upon
local retailers forge online connections to their physical store/offices.

Google has identified more than 100,000 local businesses in

the U.S. in 9,000 towns and cities across the nation that

are searched upon most often by users.

Each one of them will soon receive a window sticker

from Google featuring a scannable code.

Passers-by can then scan that code with any of

hundredsof mobile devices—including iPhone, Android phones,

BlackBerry and more—and be taken directly to that business's

Place Page on their mobile phone.

There, they can find reviews and coupons or "star" the

business as one they want to remember for later; soon,

they'll be able to leave reviews as well.

Google plans to send out more window stickers to

qualifying businesses in the future.

Make sure you are looking to the future now - not when it

has arrived. Here's a short reminder on what solicitors should do.

Time to get in line at Google's Local Business Center...?



December 11th - Sometimes We All Need A Reminder



Every business has to make a profit over the long
term to survive and thrive.

Profit may not be the driving force, but it is the lifeblood.

What is your firm's written plan to retain or
grow profits?

Do you have a written plan that you look at
every day?

Something that has your goals on it?

And when you want to achieve them by?

It amazes me how many people don't have
any written personal goals that they are working toward.

But then a lot of law firms don't have written
goals either.

Which is why this picture is a great reminder.

If you don't have written goals that are
consistently strived for then it is unlikely
you will achieve them.


Do one thing this week end.

Write down what you want to achieve personally
over the next 10 years, 5 years, 1 year and
6 months.

Then create a plan of how to get
there personally and professionally.

You may be surprised with what you come
up with.

December 9th - Small Ads Can Work
 
Small Adverts Can Pay Off In Newspapers.

Legal marketing consultants don’t mention these
because they don’t get paid to run small ads in newspapers.

And most of your competition has never even thought
about using one. They are too scared to try out a
few £10 adverts.

Newspapers aren’t phoning you and telling
you about these options. It costs them too
much to contact you for a small advert.

Small adverts can pay-off. And if you get
one right they are instantly scalable.

So for example: The headline:

Sexual Harassment at Work?
Call about a possible compensation
 0844 502 1631

 Injured at Work?
call
0843 218 3542
 for compensation.

You could run these on the Woman’s page
in the local paper.

You can even run them as an
information line to get pre-qualified
leads.

If you want to know what an information line
is...it’s like a 24/7 sales person that presents
your sales story to people so you don’t have to.

Then when someone is interested they leave
their details for you as a pre-qualified lead.

Call this number to see how they work...
0843 218 3542



December 8th - Take The Marketing Quiz

Can you get 100% of the ten questions correct?

Try out legal marketing quiz right here.

December 5th  - How Do You Manage Your Law Firm?

If you manage a company you have huge influence over its success.

Great managers deliver more sales, bigger profits and lower staff turnover.

The fact is that you are only as good as your team.

In their book, First Break All the Rules, Buckingham and Coffman

report on Gallup Inc and how they researched what makes a great manager.

Gallup Inc. found 12 questions that employees answered captured

the most important information about whether management

of a company is good or bad.

Employees that gave a more favourable response

worked in higher performing companies.

These are the questions that employees answered and accurately reflected management and company performance.

1              Do I know what is expected of me at work?

2              Do I have the materials and equipment I need to do my work the right way?

3              At work do I have the opportunity to do my best, every day?

4              In the last 7 days have I received recognition for doing work well?

5              Does my manager or supervisor seem to care about me as a person?

6              Is there someone at work who encourages my development?

7              At work do my opinions seem to count?

8              Does the mission or purpose of my company make me feel my job is important?

9              Are my co-workers committed to doing quality work?

10           Do I have a best friend at work?

11           In the last six months has someone at work talked to me about my progress?

12           This last year, have I had opportunities to learn and to grow?

 

These questions were answered by 105,000 employees

in 250 business units in 24 different companies.

 

With this research they then went on to find the good

managers and interviewed 80,000 highly rated managers.

Over and over again the researchers heard...

Great managers help each person become more and

more of who he or she already is.

 “Manager as coach” is how it can easily be summed up.

 The process of finding the right person for the right position

and them coaching them to a higher level starts with hiring.

When hiring, behaviour-based questions, (tell me a time when...) can indicate natural talent and interests, (which can then be coached).

 Matching the right talent to the right job can have huge results.

Perhaps you could ask your legal firm employees these

12 questions once every six months?

Here's the word document you can cut and paste.

You’ll find out any obvious improvements that managers can make.

And you’ll find out what talents you have among your staff that needs to be coached and developed to maximise your success.


December 1st - Are Solicitors Too Clever?

Someone told me once not to be the smartest
person in the room. It was great advice, (even if it wasn't relevant!)

I know that solicitors are intelligent.

But sometimes they are just too smart.

If you want to write great copy for a website or
sales letter then you have to make it
REALLY easy to read.

If a twelve year old can read it and understand it = good.

If you have to be a graduate to read it = bad

Paste your website text into

http://www.addedbytes.com/readability/

and you’ll see what grade level your text is.

It’s an American website so it works on grade levels rather than ages.

It's all to easy to think that everyone is as smart as you are.

But what sells more?

The Sun or The Telegraph?

PS  The Flesch-Kincaid Grade Level grade level of this paragraph is

4.94 The readability score is 85.4 out of 100.

Keep it simple...


November 27th - Are Legal Client Surveys Good?

A legal marketing consultant recently questioned the value of client surveys.

He suggested that they may not be worth doing.

(For my thoughts on Total Quality For Law Firms download this)

I disagree and these are the reasons why;

  • Surveys can tell you what you are doing well or badly
  • They can new highlight services clients want
  • Use results to reward staff
  • They can gather hundreds of testimonials
  • They let clients contribute to your business building loyalty
  • They show you care
  • You can cross-sell your service, (careful!)
  • They can act as a long-term barometer of improvements
  • They centralise knowledge so everyone can learn
  • They act as a motivational tool to do better
  • Or a pat on the back for a job well done
  • They can highlight which Partners are good at coaching staff

There should be an incentive to return them.

Surveys should go out immediately a job is done.

They should go back to someone independent of the job.

And the clients must know a survey will result in action.

And at 30 pence per client to find out what they really think it's a bargain.

If that's not value from a legal client survey  then I don't know what is.

Remember to download my ideas on Total Quality



November 23rd - Free Publicity For Your Law Firm



Great news from a Great Legal Marketing member.

Clutton Cox  featured in a 10,000 circulation newspaper.

For free.


It's an idea that you can easily swipe and deploy for your own firm.

And if you want to know how he set up the promotion -
it was easy...he simply asked me for the idea and some help.


But the genius part is actually DOING IT.

Feel like being a genius in marketing your solicitors?


November 20th  - How You Can Make The Most Of Your Calls

Want a simple tool that can help you get more out of your phone calls?

Here's one that I use daily and you can use for your law firm.


November 18th - Out Of Office Emails - Don't Waste 'Em

Ok you legal marketing people.

And that means everyone.

Another reminder.

This happens every day in your law firm....


You are out for the day. You set up your "out of office" message.

People
email you. And they get your message.

"I am sorry I am out of the office.
If it is urgent please call Sarah Smith on xxxxxxx"
followed by a whole paragraph of legal baloney.


When I think of the hundreds of cross-sell,
upsell, downsell and educational opportunities
you guys are wasting...c'mon I'm on a mission to help you!


Look at your out of office message
for your law firm.


Can you improve it?

Maybe add a link to a video you''ve put on your website?

A link to your latest blog entry?

A link to a secret white paper they can
steal while you are out of the office?

Links to other departments they may not know about?


Someone has emailed you.

Try to give them something of value
even if you are not
there.

You may have another email from the same
person when you get back.

Asking you to do some more business for them.
Sweet.


Especially if the whole firm does it!

Free marketing for solicitors - again!


November 16th - Send Price Shoppers To Other "Law Firms"

On the Law Gazette Blog Pages there's been a discussion about conveyancing service and pricing.

There's a great list of things that can go wrong with conveyancing listed, (the answers to which could form part of your marketing message) and some good advice on positioning your law firm against "conveyancing factories". (You wouldn't get a plumber to write your Will would you?)

When someone calls you about conveyancing, or any other legal service, a great way to make sure that price is not an issue is to raise the price issue right from the start. This may seem counter-intuitive for most law firm marketing.

But try this.


Ask the question of your prospects,

"We are not the cheapest on the market for conveyancing,
but as you can see from our huge number of testimonials from
loyal clients, we are exceptionally good at what we do.

Before we continue let me ask... Is price an issue for you or do you just want a fantastic service?"


As long as you have the testimonial proof and service
to back up your claims this should eliminate price
resistance and allow you to deliver a service that
brings referrals in by the bucketload.



November 5th - No One Remembers Solicitors Names

More than 60% of the public cannot name a
single law firm, according to research from
You Gov, even though 78% have used a solicitor before.


Quite a damming statement. But not unsurprising.

See a marketing sequences for law firms video on this here.

The whole thing about naming a brand is
not as important as knowing exactly who
to contact when you want to buy legal services.

That's what you are interested in.

Someone calling your law firm
when they are ready to buy legal services.

People buy when they are ready to buy,
not when you want to sell.

And it's not good enough that people are satisfied with legal services.

They have to be loyal.

(If you don't know the difference,

my wife may be satisfied, but I prefer her to be loyal.)

It's not about legal expertise (because that's a given).

It is about marketing, which includes your positioning and

communication of your expertise.

You have to know what it costs to get a prospect to your law firm.

What it takes to convert one.

How much you make from each client over a lifetime.

And then you start to understand marketing your solicitor services.

You can only convert prospects with a marketing sequence.

See a presentation video on this here.

Your law firm return on "investment in marketing" picture alters dramatically.

If you don't know the basics of marketing then you want to find out fast.

It's not just because Tesco will steal your market.

It's because you are leaving thousands of pounds of profit in pockets.

That could be yours.

That's why you have to keep in front of people all the time.

With a sequence so that you educate, persuade

and entertain your prospects.

They will come to you because they will actually remember your name.

And your phone number.

And mention it to their friends and family. (See more on referrals)


 
November 3 - Use The News To Sell

Remember it's easier to get publicity and
attention for your solicitors firm if you piggy
back big stories and give them a twist.


Two things caught my eye today searching on Twitter. 

(You can find out what people are thinking about
now, right this minute by doing a search on Twitter.).


Steven Gately, died without a Will = your chance to
do a story about the fact that tragedy can strike
anyone and you have to be prepared


and....

Professor Nutt, the guy sacked by the
 Home Secretary = a case for unfair dismissal?

Your chance to talk about this subject and show your expertise.


There's always someone famous dying or
getting sacked.

All you need to do is one press release/story
and top and tail it each time it happens...
and watch your audience grow...


PS we covered this before with Michael Jackson remember?
See what I mean about famous people dying regularly.


October 29th National Make A Will Week - Every Week

Are your prospects thinking about Wills this week?

There's been some coverage in the press that might be
 making them think about it.
(See Telegraph article here.)

I have also seen a promotion in my local Reading Post newspaper,

The question I have is this....

Why wait until national Wills week to do a
promotion with several charities?

Flint Bishop have partnered charities
all-year round.
Can You?

For the price of a phone call and a follow up
letter you could get a partner with 100,000 members.

That you could mail to, in conjunction with their brand.


Let me know if you want a sample letter.


October 28th - Direct Mail Letters That Sell

If you know you have 3 clients that are similar
 how about trying to find some more?

One way you can do this is by writing a sales letter.

Let's say you have 3 charities you work for.

If you can write to another 500 charities
 that are similar, with a persuasive letter
and 25 respond then you have an immediate
qualified 25 prospects.

And it cost you £250 to send the initial letters. 
That's £10 a lead for your law firm.

Here's my video  thoughts on a letter sent to me to try and get me to buy.

If you convert one from 25 you will probably make a
return of at least 10 x the money you have invested.

So why not try it?

Here are some tips that will help you write better sales
letters to market your law firm.

There's another resource on direct mail for solicitors here.
Send a letter with no offer and you’ll get no response -
That's known in the world of marketing as a “waste of money.”

If you do not get the results you need or response is flagging,
check the offer first.

“If you want to dramatically increase your response, dramatically improve your offer.”

“Success in direct mail is 40% lists, 40% offer and 20% everything else.

Before sending out a letter without an offer, think the letter “P”:
only the Printer and the Post Office make money.

A good direct mail letter is as direct and personal
as the writer can make it.

Even though it may go to thousands of people,
it still talks to an individual.

It’s a message from one letter writer to one letter reader.
A sales letter should never be signed by two people.
Two is a committee.

It's impossible to make an emotional connection with a committee.

Do not write “we” in your letter. Write “I”.
This gives the sense that one is getting a letter written by a real person.

If you are available anytime (24/7)  for the call, or for more
information, make sure that you are and tell them you are.

They’ll appreciate you saying it, even if they don’t take you up on it.
Turning a 50 pence letter into £2500 of business
is a skill that you can easily learn.
Just follow simple, proven and profitable systems.

(Of course the 475 that don't respond
will go into a marketing sequence remember...)


October 25th - Celebrity Status = Trusted Resource

"Boyd, I'm having my picture taken by the
local Gazette newspaper on Monday morning!"

I love getting emails like this.

Someone that tries something different.
And gets publicity. And sales.

Remember, celebrity status = trusted source

Someone should film you getting your
picture taken or giving a seminar whenever it happens.

There's nothing better than a video of a celebrity
that works for you on your website to convince people to buy.

And the reason they are coming to do a story on him?

October 22 - Do You Want People To
Write Things On Your Website You Don't Know About?




October 20th - More Testimonials Than Any Other Law Firm On The Planet

You have put your law firm on Google Local right? (Click this link to find out how)

Apart from the fact that Google local helps you get on the first page of Google for searches such as "solicitors in Reading" another reason all law firms must take Google local seriously...because it provides a simple platform to generate tens or even hundreds of online testimonials.

If a law firm like yours started today and got one a day then I expect you would be able to say you are "the World's number one law firm on Google Local" or "More Testimonials Online Than Any Other Law Firm On The Planet." withing 3 months.

Just like this company with more than 1000 reviews.

And it's easy. Just ask every client you have to go to your Google Local listing...

Like this listing for a law firm in Reading...

And ask them to write a review of your services.

That's it. Brilliant testimonials. Online proof of your value. For free.


Check out the websites section of this legal marketing site...
 

October 13th - Can You Use Humour To Sell Your Legal Services?

Did you know that almost 60% of internet use is video? Did you know that most solicitor websites don't use video. Why is that?

One of the problems is that solicitors aren't always comfortable with shooting a video, uploading it to a hosting site, such as YouTube, and then "embedding it" on their website.

I guess it sounds difficult to do. And what about making movies that tell a story. Sounds impossible! But let me ask you...Can you type? Can you point and click and drag with a mouse?

Because take a look at what you can do really easily with some free software.

And you can use this type of thing to get meetings with key corporate clients, on your email newsletters , for praising staff...anything where you want to be noticed and have an effect.





March 8th  - Referral Evangelism For Solicitors


Here's a free book on "creating customer evangelists."

It's a series of case studies of companies that put referrals
at the heart of everything.

If you don't have a 100% referral score, and by that
I mean 100% of existing clients give you referrals you
might want to do two things.

1  Read some of this book for inspiration
2  Find out what it is you need to do to get a 100% referral score


You see, whilst last week I talked about customer lifetime value,
(the amount £'s someone spends with you over their lifetime with you)
I neglected the referral aspect.

Getting a client at break-even can be ok if you get referrals (even
if you are a one-off transaction type business).

You have to make it frictionless for someone to give you referrals
and be worthy of them. And you can only do this by finding out
who is referring you and who isn't. And having a system in place
that expects referrals and asks for them, in the right way.

And you probably should reward the referrer and referred.

Here's the book http://creatingcustomerevangelists.com/testify/testify.pdf

If you aren't being pro-active on referrals there's good news.

More money is just around the corner.

Maybe just calling your clients a week, 12 weeks and 30 weeks
after completing their case will enable you to prove you're worthy
and get those referrals. Simple but I bet 99% of firms don't do it.

PS - Thanks for the Google Magic purchases everyone!

PPS Referral Network Building - The Ultimate List

PPS A surveyor I know is aiming to get referrals from solicitors with..
"Refer Surveys To Me And If England Win The Rugby World Cup
I'll Give You 100% of My Fee!" 


Want to know how? Click here

 

February 24th - What Does Groupon Teach Solicitors?

You may have heard about Groupon.

It's a company that makes it money by sending offers to a large email opt-in list.

It profits by taking a share of the sales (25%).

It also stipulates that deals have to be 50% off normal price or some other "great" offer.

So Small and Medium Businesses (SMB’s) that use Groupon can give away 75% of the price of their product.

IS THIS A WISE THING TO DO?

All SMB's should know about customer lifetime value.

This is the key to using Groupon.

It helps you to decide what price you can afford to sell your initial service at.

Ultimately even if you lose money on your first sale, providing you have a good marketing sequence you can turn a one-off into a long term client and get referrals.

FIND, GET, KEEP AND GROW.

Groupon can do the first two. It’s up to merchants to do the last two.

What's this got to do with you?

More and more media owners are moving to pay-per-performance models.

Even major directories are going this way.

And I am doing it at the moment with solicitors and local newspapers.

Law firms just pay per each call they receive rather than for space.

You too can try this with your local media. (Ask me how).

And secondly, this is a reminder email that client liftetime value is a huge indicator of profitability.

Getting a loyal client at break even and getting systematic repeat purchases....

That's a system that's worth something.

PS Marketing sequences video one

Marketing sequences video two

PPS I'm speaking to Groupon about a client in the Body Stress Release area...

Not sure if Groupon will do a Wills offer but I'll ask them and let you know.


February 22nd - Do Your Solicitor Clients Understand What Your Service Will Be?

When someone buys something from you
do you make it absolutely clear what will happen
from that moment onwards?

The reason I ask is because if someone doesn't
know when they will receive your service and
how it is going to be delivered, they will almost
certainly have to check up with you.

This takes up your time, makes the client unhappy
and doesn't make for referrals and positive reviews.

What do you do to make sure someone understands
what it is you will deliver as a service?

I guess this is basic stuff, like answering the phone well and
making sure everyone knows the portfolio of things
you offer.

But it's often the basics that are overlooked in
life because a) people assume everyone knows and b)
most people are only really concerned about their own job.

The best thing you can do to improve how you
operate is to record all the phone calls coming in to your
firm, listen to the recordings and then ask staff to listen to them.


There'll soon be a list of things you can do to convert more
enquiries into leads and service your existing clients better.

I guarantee it.

In fact, get yourself a recording phone number
from Admeter, put it on your website, and if you don't
agree that it helps you win more business after 60 days, I'll pay
your first month's charges.

I'm an evangelist for tracking
and recording calls and with my guarantee
what do you have to lose?


February 16th -  Finding, Getting, Keeping, Growing Clients.

Here's an interview I did for www.hireyourvirtualassistant.com - feel free to watch.

February 15th - Your New Solicitor Services To Market

 

Someone complained to me the other
day that they "didn't have any new services
to market to their clients."

I asked them if every client knew about
every service they already offered?

The answer was "No".

"Then you have new services to market" I said.

Watch the video  http://screenr.com/KAA

 

February 9th - Second Opinion Services For Clients

 

I've been hearing clients talk about their
experience with solicitors.

(The beauty of call recording as research!)

Many of them have explained they are not sure if they are
getting the right service and advice.

I think this is a natural response from some clients.

They may have been expecting a different service
when they engaged their solicitor. Or they may not have
expected it to be "so expensive". Or they may have made
the wrong choice of solicitor in the first place.

Perhaps it's worth looking at making your services
"checklist-able" so that clients know exactly what
they will get.

(Make sure you add in everything you do
and when prospects ask "Why should I choose you?" you can
show them why. Think compare and contrast).


And secondly, perhaps it's worth creating a "second opinion" service
on a fixed fee that reviews other solicitor's work.

Ethically, some solicitors may not be comfortable about this.
And I know there are some that specialise in going after
other firms.

But I know there are probably a percentage of clients
that would like a non-confrontational second opinion, (and may transfer their
business over to you).

A belt and braces approach appeals to people.
So why not offer both?


How you package this is up to you. It's common practise
in many service industries to get a second opinion and
the easier you make it the easier you'll get clients.


PS Grab the No-Holds Barred, Take No Prisoners, 100% Guaranteed Training
Guide To Local Search Marketing On Google - £27 - 60 Day No Questions Asked Refund

 

February 1st - Are You A Law Firm Marketing Expert?


Are you a marketing expert?

Try reading this one and a bit page PDF

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

If you can pat yourself on the back after this
then BRAVO. If not, it's pretty easy to make a fresh start.
(Got a pen and paper?)

 

January 27th - Solicitors Online Branding Is Serious

 

Have you checked your own online "brand"
recently?

After all Googling you is the first thing
many people do when they talk to someone
new for the first time.

Try Googling yourself. What do you see?

If you aren't happy about it you are going
to have to do something.

I did it to my name and found I'm ok with the results.

I even found an article I wrote for Estate Agent Today
which has been read more than 800 times that I'd forgotten
about. http://www.estateagenttoday.co.uk/news_features/Boyd-Butler-Blog2

And if you have no online presence at all
that's great...you can create whatever brand you
want starting this week.

You can become the expert
in your town/city before the summer holidays.

Here's how http://goo.gl/Nys0n

Take a look at Sole Practitioner Paul Hajek's results
http://goo.gl/IWlKe

Paul gets more business by having a good
online personal brand. (He's getting so good
he's now even teaching others how to do it!)

Tip for employment law solicitors...

If people can get sacked because they
use Facebook and have inappropriate
photos on their profile maybe you can
offer a Social media update to your
business clients?

http://www.metro.co.uk/news/853472-facebook-photos-could-cost-teachers-careers?ITO=socialnet-twitter-button

 

January 21st - Solicitor Websites Work Better With Chat

 

How many people come to your website and leave
without calling or emailing you?

I confidently say it will be hundreds a year.

So what are you doing about it?

Perhaps you could gently encourage
people to engage with you by using chat.

Check out this short video

http://screenr.com/L0E

And if you want to add chat to your website
give Toolkit Websites a call or maybe chat
to Jack online?

 

January 19th - Solicitors That Use Video For Marketing

 

Here's a quick tip.

Google loves videos.
So do people. (They watch telly right?)

And it only takes 4 minutes from uploading
a video to getting it on to Google.

Here's the proof
http://screenr.com/3Bl

Videos do work and you don't have to
have an expensive camera and set up.

One video I did has now had
491 views and it didn't cost a penny to do.

Here it is...

http://www.youtube.com/watch?v=39f8XaH_sVE


And how about this as a way of telling a personal story...

http://goo.gl/JnvLX


I hope this has given you a few ideas about how to
use video in different ways in marketing your law firm.

If you want more details

on how I do these videos let me know.

PS are you using Skype? It's a great way to have a face
to face meeting with prospects without them having
to visit you...very convenient.

 

January 14th - 105,000 People Cannot Be Wrong

 

I was reading in BBC Wildlife about the only
animal (apart from humans) that
prepares for war through pre-combat bonding.

It's the green woohoopoe from sub-Saharan
Africa.

Before battles with other birds the leaders
preen their followers, giving them
a pep-talk at the same time and helping to build the team.

Giving pep-talks is what great human coaches do.

I know this because I used to work in football
and saw what could happen when a coach made
each player 10% better than before. Reading
FC won promotion to the Premier League with
a record points total.

But don't just
take my word for it.

(Here's what 105,000 employees said
about managers as coaches).

12 Questions You Must Ask Your Staff.

I'm not one for form-ticking appraisals.

But I think these questions help elicit
the truth. And once you have an honest
answer, you can give your honest coaching
and leadership pep-talk.

I wish I'd known this when I had 60 people
to manage. It would have made life much
better for all of us.

 

January 12th - My Predictions for 2011

 

Everyone is making predictions
about what 2011 holds.

And I thought I'd try and come up
with some new ones. But guess what?

My predictions for this year are the same as the last.

So if you have a couple of minutes have
a read and see if any of these ring a bell.

2011 Predictions are here.

 

You can probably guess my 2012 predictions too...

January 6th - Today is the day of Epiphany

Epiphany is a religious ceremony.

But today I am using it as a word to describe the

 

"sudden, intuitive perception of or insight into the reality
or essential meaning of something, usually initiated by some
simple, homely, or commonplace occurrence or experience."

And my sudden insight is this...

Remarkably 50% of solicitors have not even claimed their
 Google Places Listing.

And the essential meaning of this is that 5000 firms do
not even understand the basics of internet marketing.

I've been too wrapped up in advanced marketing to notice
that many firms cannot or will not invest even 5 minutes on
 basic maintenance.

Please, please, if you are a solicitor and you haven't checked
your Google Places listing do it today. Right this minute.

Visit this
page and I'll even show you why you need to do it
and how I can help you

 

 


 

January 3 - State of the Economy

Many people are fearful of 2011 and what it will bring.

Some people will take part in the Cycle of Doom.

You know, the one that sees you slashing costs, prices and profits.

And if you search Google for "Fear" you'll find there are 150M results.

But do you know what?

Your business is still only about three things.

1 Generating Leads

2 Converting Leads to Clients

3 Getting Clients to buy again

You just have to make sure you are going where the money is.

Because person A is still buying from person B.

Ferrari still sells out before they even make the car.

You have just got to give more value than what someone is paying you.

And make sure you are marketing to those that can afford to pay.

If you aren't doing this, change the sales and change your self to ensure you are.

Because more people search for hope than fear.

Which means you have a lot to look forward to if you can tap into this hope.

"it was the best of times and the worst of times."

The choice is yours.

December 15th - How Newsworthy Are You?

 

Publicity is FREE, powerful and will turn you into a local expert.

And your kids will love it too...

One of the best ways to get media coverage is to start sending out regular press releases to your local media.

It’s cheaper than advertising.

It’s probably going to be read by more people. And it’s powerful.

But where do you start?

The key is to think of all the things that are newsworthy.

You’d be surprised at what local media will pick up.

I've made a list of things that can get you coverage.

Click on the link below.

http://goo.gl/QTaVr

Send me your successes!

 

December 7th - Captain Compensation, NOTW style marketing


 

 

November 26th - Check your Google Preview out



Here's a free book on "creating customer evangelists."

It's a series of case studies of companies that put referrals
at the heart of everything.

If you don't have a 100% referral score, and by that
I mean 100% of existing clients give you referrals you
might want to do two things.

1  Read some of this book for inspiration
2  Find out what it is you need to do to get a 100% referral score


You see, whilst last week I talked about customer lifetime value,
(the amount £'s someone spends with you over their lifetime with you)
I neglected the referral aspect.

Getting a client at break-even can be ok if you get referrals (even
if you are a one-off transaction type business).

You have to make it frictionless for someone to give you referrals
and be worthy of them. And you can only do this by finding out
who is referring you and who isn't. And having a system in place
that expects referrals and asks for them, in the right way.

And you probably should reward the referrer and referred.

Here's the book http://creatingcustomerevangelists.com/testify/testify.pdf

If you aren't being pro-active on referrals there's good news.

More money is just around the corner.

Maybe just calling your clients a week, 12 weeks and 30 weeks
after completing their case will enable you to prove you're worthy
and get those referrals. Simple but I bet 99% of firms don't do it.

PS - Thanks for the Google Magic purchases everyone!

PPS Referral Network Building - The Ultimate List

PPS A surveyor I know is aiming to get referrals from solicitors with..
"Refer Surveys To Me And If England Win The Rugby World Cup
I'll Give You 100% of My Fee!" 


Want to know how? Click here

 

February 24th - What Does Groupon Teach Solicitors?

You may have heard about Groupon.

It's a company that makes it money by sending offers to a large email opt-in list.

It profits by taking a share of the sales (25%).

It also stipulates that deals have to be 50% off normal price or some other "great" offer.

So Small and Medium Businesses (SMB’s) that use Groupon can give away 75% of the price of their product.

IS THIS A WISE THING TO DO?

All SMB's should know about customer lifetime value.

This is the key to using Groupon.

It helps you to decide what price you can afford to sell your initial service at.

Ultimately even if you lose money on your first sale, providing you have a good marketing sequence you can turn a one-off into a long term client and get referrals.

FIND, GET, KEEP AND GROW.

Groupon can do the first two. It’s up to merchants to do the last two.

What's this got to do with you?

More and more media owners are moving to pay-per-performance models.

Even major directories are going this way.

And I am doing it at the moment with solicitors and local newspapers.

Law firms just pay per each call they receive rather than for space.

You too can try this with your local media. (Ask me how).

And secondly, this is a reminder email that client liftetime value is a huge indicator of profitability.

Getting a loyal client at break even and getting systematic repeat purchases....

That's a system that's worth something.

PS Marketing sequences video one

Marketing sequences video two

PPS I'm speaking to Groupon about a client in the Body Stress Release area...

Not sure if Groupon will do a Wills offer but I'll ask them and let you know.


February 22nd - Do Your Solicitor Clients Understand What Your Service Will Be?

When someone buys something from you
do you make it absolutely clear what will happen
from that moment onwards?

The reason I ask is because if someone doesn't
know when they will receive your service and
how it is going to be delivered, they will almost
certainly have to check up with you.

This takes up your time, makes the client unhappy
and doesn't make for referrals and positive reviews.

What do you do to make sure someone understands
what it is you will deliver as a service?

I guess this is basic stuff, like answering the phone well and
making sure everyone knows the portfolio of things
you offer.

But it's often the basics that are overlooked in
life because a) people assume everyone knows and b)
most people are only really concerned about their own job.

The best thing you can do to improve how you
operate is to record all the phone calls coming in to your
firm, listen to the recordings and then ask staff to listen to them.


There'll soon be a list of things you can do to convert more
enquiries into leads and service your existing clients better.

I guarantee it.

In fact, get yourself a recording phone number
from Admeter, put it on your website, and if you don't
agree that it helps you win more business after 60 days, I'll pay
your first month's charges.

I'm an evangelist for tracking
and recording calls and with my guarantee
what do you have to lose?


February 16th -  Finding, Getting, Keeping, Growing Clients.

Here's an interview I did for www.hireyourvirtualassistant.com - feel free to watch.

February 15th - Your New Solicitor Services To Market

 

Someone complained to me the other
day that they "didn't have any new services
to market to their clients."

I asked them if every client knew about
every service they already offered?

The answer was "No".

"Then you have new services to market" I said.

Watch the video  http://screenr.com/KAA

 

February 9th - Second Opinion Services For Clients

 

I've been hearing clients talk about their
experience with solicitors.

(The beauty of call recording as research!)

Many of them have explained they are not sure if they are
getting the right service and advice.

I think this is a natural response from some clients.

They may have been expecting a different service
when they engaged their solicitor. Or they may not have
expected it to be "so expensive". Or they may have made
the wrong choice of solicitor in the first place.

Perhaps it's worth looking at making your services
"checklist-able" so that clients know exactly what
they will get.

(Make sure you add in everything you do
and when prospects ask "Why should I choose you?" you can
show them why. Think compare and contrast).


And secondly, perhaps it's worth creating a "second opinion" service
on a fixed fee that reviews other solicitor's work.

Ethically, some solicitors may not be comfortable about this.
And I know there are some that specialise in going after
other firms.

But I know there are probably a percentage of clients
that would like a non-confrontational second opinion, (and may transfer their
business over to you).

A belt and braces approach appeals to people.
So why not offer both?


How you package this is up to you. It's common practise
in many service industries to get a second opinion and
the easier you make it the easier you'll get clients.


PS Grab the No-Holds Barred, Take No Prisoners, 100% Guaranteed Training
Guide To Local Search Marketing On Google - £27 - 60 Day No Questions Asked Refund

 

February 1st - Are You A Law Firm Marketing Expert?


Are you a marketing expert?

Try reading this one and a bit page PDF

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

If you can pat yourself on the back after this
then BRAVO. If not, it's pretty easy to make a fresh start.
(Got a pen and paper?)

 

January 27th - Solicitors Online Branding Is Serious

 

Have you checked your own online "brand"
recently?

After all Googling you is the first thing
many people do when they talk to someone
new for the first time.

Try Googling yourself. What do you see?

If you aren't happy about it you are going
to have to do something.

I did it to my name and found I'm ok with the results.

I even found an article I wrote for Estate Agent Today
which has been read more than 800 times that I'd forgotten
about. http://www.estateagenttoday.co.uk/news_features/Boyd-Butler-Blog2

And if you have no online presence at all
that's great...you can create whatever brand you
want starting this week.

You can become the expert
in your town/city before the summer holidays.

Here's how http://goo.gl/Nys0n

Take a look at Sole Practitioner Paul Hajek's results
http://goo.gl/IWlKe

Paul gets more business by having a good
online personal brand. (He's getting so good
he's now even teaching others how to do it!)

Tip for employment law solicitors...

If people can get sacked because they
use Facebook and have inappropriate
photos on their profile maybe you can
offer a Social media update to your
business clients?

http://www.metro.co.uk/news/853472-facebook-photos-could-cost-teachers-careers?ITO=socialnet-twitter-button

 

January 21st - Solicitor Websites Work Better With Chat

 

How many people come to your website and leave
without calling or emailing you?

I confidently say it will be hundreds a year.

So what are you doing about it?

Perhaps you could gently encourage
people to engage with you by using chat.

Check out this short video

http://screenr.com/L0E

And if you want to add chat to your website
give Toolkit Websites a call or maybe chat
to Jack online?

 

January 19th - Solicitors That Use Video For Marketing

 

Here's a quick tip.

Google loves videos.
So do people. (They watch telly right?)

And it only takes 4 minutes from uploading
a video to getting it on to Google.

Here's the proof
http://screenr.com/3Bl

Videos do work and you don't have to
have an expensive camera and set up.

One video I did has now had
491 views and it didn't cost a penny to do.

Here it is...

http://www.youtube.com/watch?v=39f8XaH_sVE


And how about this as a way of telling a personal story...

http://goo.gl/JnvLX


I hope this has given you a few ideas about how to
use video in different ways in marketing your law firm.

If you want more details

on how I do these videos let me know.

PS are you using Skype? It's a great way to have a face
to face meeting with prospects without them having
to visit you...very convenient.

 

January 14th - 105,000 People Cannot Be Wrong

 

I was reading in BBC Wildlife about the only
animal (apart from humans) that
prepares for war through pre-combat bonding.

It's the green woohoopoe from sub-Saharan
Africa.

Before battles with other birds the leaders
preen their followers, giving them
a pep-talk at the same time and helping to build the team.

Giving pep-talks is what great human coaches do.

I know this because I used to work in football
and saw what could happen when a coach made
each player 10% better than before. Reading
FC won promotion to the Premier League with
a record points total.

But don't just
take my word for it.

(Here's what 105,000 employees said
about managers as coaches).

12 Questions You Must Ask Your Staff.

I'm not one for form-ticking appraisals.

But I think these questions help elicit
the truth. And once you have an honest
answer, you can give your honest coaching
and leadership pep-talk.

I wish I'd known this when I had 60 people
to manage. It would have made life much
better for all of us.

 

January 12th - My Predictions for 2011

 

Everyone is making predictions
about what 2011 holds.

And I thought I'd try and come up
with some new ones. But guess what?

My predictions for this year are the same as the last.

So if you have a couple of minutes have
a read and see if any of these ring a bell.

2011 Predictions are here.

 

You can probably guess my 2012 predictions too...

January 6th - Today is the day of Epiphany

Epiphany is a religious ceremony.

But today I am using it as a word to describe the

 

"sudden, intuitive perception of or insight into the reality
or essential meaning of something, usually initiated by some
simple, homely, or commonplace occurrence or experience."

And my sudden insight is this...

Remarkably 50% of solicitors have not even claimed their
 Google Places Listing.

And the essential meaning of this is that 5000 firms do
not even understand the basics of internet marketing.

I've been too wrapped up in advanced marketing to notice
that many firms cannot or will not invest even 5 minutes on
 basic maintenance.

Please, please, if you are a solicitor and you haven't checked
your Google Places listing do it today. Right this minute.

Visit this
page and I'll even show you why you need to do it
and how I can help you

 

 


 

January 3 - State of the Economy

Many people are fearful of 2011 and what it will bring.

Some people will take part in the Cycle of Doom.

You know, the one that sees you slashing costs, prices and profits.

And if you search Google for "Fear" you'll find there are 150M results.

But do you know what?

Your business is still only about three things.

1 Generating Leads

2 Converting Leads to Clients

3 Getting Clients to buy again

You just have to make sure you are going where the money is.

Because person A is still buying from person B.

Ferrari still sells out before they even make the car.

You have just got to give more value than what someone is paying you.

And make sure you are marketing to those that can afford to pay.

If you aren't doing this, change the sales and change your self to ensure you are.

Because more people search for hope than fear.

Which means you have a lot to look forward to if you can tap into this hope.

"it was the best of times and the worst of times."

The choice is yours.

December 15th - How Newsworthy Are You?

 

Publicity is FREE, powerful and will turn you into a local expert.

And your kids will love it too...

One of the best ways to get media coverage is to start sending out regular press releases to your local media.

It’s cheaper than advertising.

It’s probably going to be read by more people. And it’s powerful.

But where do you start?

The key is to think of all the things that are newsworthy.

You’d be surprised at what local media will pick up.

I've made a list of things that can get you coverage.

Click on the link below.

http://goo.gl/QTaVr

Send me your successes!

 

December 7th - Captain Compensation, NOTW style marketing


 

 

November 26th - Check your Google Preview out

March 8th  - Referral Evangelism For Solicitors

Here's a free book on "creating customer evangelists."

It's a series of case studies of companies that put referrals
at the heart of everything.

If you don't have a 100% referral score, and by that
I mean 100% of existing clients give you referrals you
might want to do two things.

1  Read some of this book for inspiration
2  Find out what it is you need to do to get a 100% referral score


You see, whilst last week I talked about customer lifetime value,
(the amount £'s someone spends with you over their lifetime with you)
I neglected the referral aspect.

Getting a client at break-even can be ok if you get referrals (even
if you are a one-off transaction type business).

You have to make it frictionless for someone to give you referrals
and be worthy of them. And you can only do this by finding out
who is referring you and who isn't. And having a system in place
that expects referrals and asks for them, in the right way.

And you probably should reward the referrer and referred.

Here's the book http://creatingcustomerevangelists.com/testify/testify.pdf

If you aren't being pro-active on referrals there's good news.

More money is just around the corner.

Maybe just calling your clients a week, 12 weeks and 30 weeks
after completing their case will enable you to prove you're worthy
and get those referrals. Simple but I bet 99% of firms don't do it.

PS - Thanks for the Google Magic purchases everyone!

PPS Referral Network Building - The Ultimate List

PPS A surveyor I know is aiming to get referrals from solicitors with..
"Refer Surveys To Me And If England Win The Rugby World Cup
I'll Give You 100% of My Fee!" 


Want to know how? Click here

 

February 24th - What Does Groupon Teach Solicitors?

You may have heard about Groupon.

It's a company that makes it money by sending offers to a large email opt-in list.

It profits by taking a share of the sales (25%).

It also stipulates that deals have to be 50% off normal price or some other "great" offer.

So Small and Medium Businesses (SMB’s) that use Groupon can give away 75% of the price of their product.

IS THIS A WISE THING TO DO?

All SMB's should know about customer lifetime value.

This is the key to using Groupon.

It helps you to decide what price you can afford to sell your initial service at.

Ultimately even if you lose money on your first sale, providing you have a good marketing sequence you can turn a one-off into a long term client and get referrals.

FIND, GET, KEEP AND GROW.

Groupon can do the first two. It’s up to merchants to do the last two.

What's this got to do with you?

More and more media owners are moving to pay-per-performance models.

Even major directories are going this way.

And I am doing it at the moment with solicitors and local newspapers.

Law firms just pay per each call they receive rather than for space.

You too can try this with your local media. (Ask me how).

And secondly, this is a reminder email that client liftetime value is a huge indicator of profitability.

Getting a loyal client at break even and getting systematic repeat purchases....

That's a system that's worth something.

PS Marketing sequences video one

Marketing sequences video two

PPS I'm speaking to Groupon about a client in the Body Stress Release area...

Not sure if Groupon will do a Wills offer but I'll ask them and let you know.


February 22nd - Do Your Solicitor Clients Understand What Your Service Will Be?

When someone buys something from you
do you make it absolutely clear what will happen
from that moment onwards?

The reason I ask is because if someone doesn't
know when they will receive your service and
how it is going to be delivered, they will almost
certainly have to check up with you.

This takes up your time, makes the client unhappy
and doesn't make for referrals and positive reviews.

What do you do to make sure someone understands
what it is you will deliver as a service?

I guess this is basic stuff, like answering the phone well and
making sure everyone knows the portfolio of things
you offer.

But it's often the basics that are overlooked in
life because a) people assume everyone knows and b)
most people are only really concerned about their own job.

The best thing you can do to improve how you
operate is to record all the phone calls coming in to your
firm, listen to the recordings and then ask staff to listen to them.


There'll soon be a list of things you can do to convert more
enquiries into leads and service your existing clients better.

I guarantee it.

In fact, get yourself a recording phone number
from Admeter, put it on your website, and if you don't
agree that it helps you win more business after 60 days, I'll pay
your first month's charges.

I'm an evangelist for tracking
and recording calls and with my guarantee
what do you have to lose?


February 16th -  Finding, Getting, Keeping, Growing Clients.

Here's an interview I did for www.hireyourvirtualassistant.com - feel free to watch.

February 15th - Your New Solicitor Services To Market

 

Someone complained to me the other
day that they "didn't have any new services
to market to their clients."

I asked them if every client knew about
every service they already offered?

The answer was "No".

"Then you have new services to market" I said.

Watch the video  http://screenr.com/KAA

 

February 9th - Second Opinion Services For Clients

 

I've been hearing clients talk about their
experience with solicitors.

(The beauty of call recording as research!)

Many of them have explained they are not sure if they are
getting the right service and advice.

I think this is a natural response from some clients.

They may have been expecting a different service
when they engaged their solicitor. Or they may not have
expected it to be "so expensive". Or they may have made
the wrong choice of solicitor in the first place.

Perhaps it's worth looking at making your services
"checklist-able" so that clients know exactly what
they will get.

(Make sure you add in everything you do
and when prospects ask "Why should I choose you?" you can
show them why. Think compare and contrast).


And secondly, perhaps it's worth creating a "second opinion" service
on a fixed fee that reviews other solicitor's work.

Ethically, some solicitors may not be comfortable about this.
And I know there are some that specialise in going after
other firms.

But I know there are probably a percentage of clients
that would like a non-confrontational second opinion, (and may transfer their
business over to you).

A belt and braces approach appeals to people.
So why not offer both?


How you package this is up to you. It's common practise
in many service industries to get a second opinion and
the easier you make it the easier you'll get clients.


PS Grab the No-Holds Barred, Take No Prisoners, 100% Guaranteed Training
Guide To Local Search Marketing On Google - £27 - 60 Day No Questions Asked Refund

 

February 1st - Are You A Law Firm Marketing Expert?


Are you a marketing expert?

Try reading this one and a bit page PDF

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

If you can pat yourself on the back after this
then BRAVO. If not, it's pretty easy to make a fresh start.
(Got a pen and paper?)

 

January 27th - Solicitors Online Branding Is Serious

 

Have you checked your own online "brand"
recently?

After all Googling you is the first thing
many people do when they talk to someone
new for the first time.

Try Googling yourself. What do you see?

If you aren't happy about it you are going
to have to do something.

I did it to my name and found I'm ok with the results.

I even found an article I wrote for Estate Agent Today
which has been read more than 800 times that I'd forgotten
about. http://www.estateagenttoday.co.uk/news_features/Boyd-Butler-Blog2

And if you have no online presence at all
that's great...you can create whatever brand you
want starting this week.

You can become the expert
in your town/city before the summer holidays.

Here's how http://goo.gl/Nys0n

Take a look at Sole Practitioner Paul Hajek's results
http://goo.gl/IWlKe

Paul gets more business by having a good
online personal brand. (He's getting so good
he's now even teaching others how to do it!)

Tip for employment law solicitors...

If people can get sacked because they
use Facebook and have inappropriate
photos on their profile maybe you can
offer a Social media update to your
business clients?

http://www.metro.co.uk/news/853472-facebook-photos-could-cost-teachers-careers?ITO=socialnet-twitter-button

 

January 21st - Solicitor Websites Work Better With Chat

 

How many people come to your website and leave
without calling or emailing you?

I confidently say it will be hundreds a year.

So what are you doing about it?

Perhaps you could gently encourage
people to engage with you by using chat.

Check out this short video

http://screenr.com/L0E

And if you want to add chat to your website
give Toolkit Websites a call or maybe chat
to Jack online?

 

January 19th - Solicitors That Use Video For Marketing

 

Here's a quick tip.

Google loves videos.
So do people. (They watch telly right?)

And it only takes 4 minutes from uploading
a video to getting it on to Google.

Here's the proof
http://screenr.com/3Bl

Videos do work and you don't have to
have an expensive camera and set up.

One video I did has now had
491 views and it didn't cost a penny to do.

Here it is...

http://www.youtube.com/watch?v=39f8XaH_sVE


And how about this as a way of telling a personal story...

http://goo.gl/JnvLX


I hope this has given you a few ideas about how to
use video in different ways in marketing your law firm.

If you want more details

on how I do these videos let me know.

PS are you using Skype? It's a great way to have a face
to face meeting with prospects without them having
to visit you...very convenient.

 

January 14th - 105,000 People Cannot Be Wrong

 

I was reading in BBC Wildlife about the only
animal (apart from humans) that
prepares for war through pre-combat bonding.

It's the green woohoopoe from sub-Saharan
Africa.

Before battles with other birds the leaders
preen their followers, giving them
a pep-talk at the same time and helping to build the team.

Giving pep-talks is what great human coaches do.

I know this because I used to work in football
and saw what could happen when a coach made
each player 10% better than before. Reading
FC won promotion to the Premier League with
a record points total.

But don't just
take my word for it.

(Here's what 105,000 employees said
about managers as coaches).

12 Questions You Must Ask Your Staff.

I'm not one for form-ticking appraisals.

But I think these questions help elicit
the truth. And once you have an honest
answer, you can give your honest coaching
and leadership pep-talk.

I wish I'd known this when I had 60 people
to manage. It would have made life much
better for all of us.

 

January 12th - My Predictions for 2011

 

Everyone is making predictions
about what 2011 holds.

And I thought I'd try and come up
with some new ones. But guess what?

My predictions for this year are the same as the last.

So if you have a couple of minutes have
a read and see if any of these ring a bell.

2011 Predictions are here.

 

You can probably guess my 2012 predictions too...

January 6th - Today is the day of Epiphany

Epiphany is a religious ceremony.

But today I am using it as a word to describe the

 

"sudden, intuitive perception of or insight into the reality
or essential meaning of something, usually initiated by some
simple, homely, or commonplace occurrence or experience."

And my sudden insight is this...

Remarkably 50% of solicitors have not even claimed their
 Google Places Listing.

And the essential meaning of this is that 5000 firms do
not even understand the basics of internet marketing.

I've been too wrapped up in advanced marketing to notice
that many firms cannot or will not invest even 5 minutes on
 basic maintenance.

Please, please, if you are a solicitor and you haven't checked
your Google Places listing do it today. Right this minute.

Visit this
page and I'll even show you why you need to do it
and how I can help you

 

 


 

January 3 - State of the Economy

Many people are fearful of 2011 and what it will bring.

Some people will take part in the Cycle of Doom.

You know, the one that sees you slashing costs, prices and profits.

And if you search Google for "Fear" you'll find there are 150M results.

But do you know what?

Your business is still only about three things.

1 Generating Leads

2 Converting Leads to Clients

3 Getting Clients to buy again

You just have to make sure you are going where the money is.

Because person A is still buying from person B.

Ferrari still sells out before they even make the car.

You have just got to give more value than what someone is paying you.

And make sure you are marketing to those that can afford to pay.

If you aren't doing this, change the sales and change your self to ensure you are.

Because more people search for hope than fear.

Which means you have a lot to look forward to if you can tap into this hope.

"it was the best of times and the worst of times."

The choice is yours.

December 15th - How Newsworthy Are You?

 

Publicity is FREE, powerful and will turn you into a local expert.

And your kids will love it too...

One of the best ways to get media coverage is to start sending out regular press releases to your local media.

It’s cheaper than advertising.

It’s probably going to be read by more people. And it’s powerful.

But where do you start?

The key is to think of all the things that are newsworthy.

You’d be surprised at what local media will pick up.

I've made a list of things that can get you coverage.

Click on the link below.

http://goo.gl/QTaVr

Send me your successes!

 

December 7th - Captain Compensation, NOTW style marketing


 

 

November 26th - Check your Google Preview out

March 8th  -

Here's a free book on "creating customer evangelists."

It's a series of case studies of companies that put referrals
at the heart of everything.

If you don't have a 100% referral score, and by that
I mean 100% of existing clients give you referrals you
might want to do two things.

1  Read some of this book for inspiration
2  Find out what it is you need to do to get a 100% referral score


You see, whilst last week I talked about customer lifetime value,
(the amount £'s someone spends with you over their lifetime with you)
I neglected the referral aspect.

Getting a client at break-even can be ok if you get referrals (even
if you are a one-off transaction type business).

You have to make it frictionless for someone to give you referrals
and be worthy of them. And you can only do this by finding out
who is referring you and who isn't. And having a system in place
that expects referrals and asks for them, in the right way.

And you probably should reward the referrer and referred.

Here's the book http://creatingcustomerevangelists.com/testify/testify.pdf

If you aren't being pro-active on referrals there's good news.

More money is just around the corner.

Maybe just calling your clients a week, 12 weeks and 30 weeks
after completing their case will enable you to prove you're worthy
and get those referrals. Simple but I bet 99% of firms don't do it.

PS - Thanks for the Google Magic purchases everyone!

PPS Referral Network Building - The Ultimate List

PPS A surveyor I know is aiming to get referrals from solicitors with..
"Refer Surveys To Me And If England Win The Rugby World Cup
I'll Give You 100% of My Fee!" 


Want to know how? Click here

 

February 24th - What Does Groupon Teach Solicitors?

You may have heard about Groupon.

It's a company that makes it money by sending offers to a large email opt-in list.

It profits by taking a share of the sales (25%).

It also stipulates that deals have to be 50% off normal price or some other "great" offer.

So Small and Medium Businesses (SMB’s) that use Groupon can give away 75% of the price of their product.

IS THIS A WISE THING TO DO?

All SMB's should know about customer lifetime value.

This is the key to using Groupon.

It helps you to decide what price you can afford to sell your initial service at.

Ultimately even if you lose money on your first sale, providing you have a good marketing sequence you can turn a one-off into a long term client and get referrals.

FIND, GET, KEEP AND GROW.

Groupon can do the first two. It’s up to merchants to do the last two.

What's this got to do with you?

More and more media owners are moving to pay-per-performance models.

Even major directories are going this way.

And I am doing it at the moment with solicitors and local newspapers.

Law firms just pay per each call they receive rather than for space.

You too can try this with your local media. (Ask me how).

And secondly, this is a reminder email that client liftetime value is a huge indicator of profitability.

Getting a loyal client at break even and getting systematic repeat purchases....

That's a system that's worth something.

PS Marketing sequences video one

Marketing sequences video two

PPS I'm speaking to Groupon about a client in the Body Stress Release area...

Not sure if Groupon will do a Wills offer but I'll ask them and let you know.


February 22nd - Do Your Solicitor Clients Understand What Your Service Will Be?

When someone buys something from you
do you make it absolutely clear what will happen
from that moment onwards?

The reason I ask is because if someone doesn't
know when they will receive your service and
how it is going to be delivered, they will almost
certainly have to check up with you.

This takes up your time, makes the client unhappy
and doesn't make for referrals and positive reviews.

What do you do to make sure someone understands
what it is you will deliver as a service?

I guess this is basic stuff, like answering the phone well and
making sure everyone knows the portfolio of things
you offer.

But it's often the basics that are overlooked in
life because a) people assume everyone knows and b)
most people are only really concerned about their own job.

The best thing you can do to improve how you
operate is to record all the phone calls coming in to your
firm, listen to the recordings and then ask staff to listen to them.


There'll soon be a list of things you can do to convert more
enquiries into leads and service your existing clients better.

I guarantee it.

In fact, get yourself a recording phone number
from Admeter, put it on your website, and if you don't
agree that it helps you win more business after 60 days, I'll pay
your first month's charges.

I'm an evangelist for tracking
and recording calls and with my guarantee
what do you have to lose?


February 16th -  Finding, Getting, Keeping, Growing Clients.

Here's an interview I did for www.hireyourvirtualassistant.com - feel free to watch.

February 15th - Your New Solicitor Services To Market

 

Someone complained to me the other
day that they "didn't have any new services
to market to their clients."

I asked them if every client knew about
every service they already offered?

The answer was "No".

"Then you have new services to market" I said.

Watch the video  http://screenr.com/KAA

 

February 9th - Second Opinion Services For Clients

 

I've been hearing clients talk about their
experience with solicitors.

(The beauty of call recording as research!)

Many of them have explained they are not sure if they are
getting the right service and advice.

I think this is a natural response from some clients.

They may have been expecting a different service
when they engaged their solicitor. Or they may not have
expected it to be "so expensive". Or they may have made
the wrong choice of solicitor in the first place.

Perhaps it's worth looking at making your services
"checklist-able" so that clients know exactly what
they will get.

(Make sure you add in everything you do
and when prospects ask "Why should I choose you?" you can
show them why. Think compare and contrast).


And secondly, perhaps it's worth creating a "second opinion" service
on a fixed fee that reviews other solicitor's work.

Ethically, some solicitors may not be comfortable about this.
And I know there are some that specialise in going after
other firms.

But I know there are probably a percentage of clients
that would like a non-confrontational second opinion, (and may transfer their
business over to you).

A belt and braces approach appeals to people.
So why not offer both?


How you package this is up to you. It's common practise
in many service industries to get a second opinion and
the easier you make it the easier you'll get clients.


PS Grab the No-Holds Barred, Take No Prisoners, 100% Guaranteed Training
Guide To Local Search Marketing On Google - £27 - 60 Day No Questions Asked Refund

 

February 1st - Are You A Law Firm Marketing Expert?


Are you a marketing expert?

Try reading this one and a bit page PDF

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

If you can pat yourself on the back after this
then BRAVO. If not, it's pretty easy to make a fresh start.
(Got a pen and paper?)

 

January 27th - Solicitors Online Branding Is Serious

 

Have you checked your own online "brand"
recently?

After all Googling you is the first thing
many people do when they talk to someone
new for the first time.

Try Googling yourself. What do you see?

If you aren't happy about it you are going
to have to do something.

I did it to my name and found I'm ok with the results.

I even found an article I wrote for Estate Agent Today
which has been read more than 800 times that I'd forgotten
about. http://www.estateagenttoday.co.uk/news_features/Boyd-Butler-Blog2

And if you have no online presence at all
that's great...you can create whatever brand you
want starting this week.

You can become the expert
in your town/city before the summer holidays.

Here's how http://goo.gl/Nys0n

Take a look at Sole Practitioner Paul Hajek's results
http://goo.gl/IWlKe

Paul gets more business by having a good
online personal brand. (He's getting so good
he's now even teaching others how to do it!)

Tip for employment law solicitors...

If people can get sacked because they
use Facebook and have inappropriate
photos on their profile maybe you can
offer a Social media update to your
business clients?

http://www.metro.co.uk/news/853472-facebook-photos-could-cost-teachers-careers?ITO=socialnet-twitter-button

 

January 21st - Solicitor Websites Work Better With Chat

 

How many people come to your website and leave
without calling or emailing you?

I confidently say it will be hundreds a year.

So what are you doing about it?

Perhaps you could gently encourage
people to engage with you by using chat.

Check out this short video

http://screenr.com/L0E

And if you want to add chat to your website
give Toolkit Websites a call or maybe chat
to Jack online?

 

January 19th - Solicitors That Use Video For Marketing

 

Here's a quick tip.

Google loves videos.
So do people. (They watch telly right?)

And it only takes 4 minutes from uploading
a video to getting it on to Google.

Here's the proof
http://screenr.com/3Bl

Videos do work and you don't have to
have an expensive camera and set up.

One video I did has now had
491 views and it didn't cost a penny to do.

Here it is...

http://www.youtube.com/watch?v=39f8XaH_sVE


And how about this as a way of telling a personal story...

http://goo.gl/JnvLX


I hope this has given you a few ideas about how to
use video in different ways in marketing your law firm.

If you want more details

on how I do these videos let me know.

PS are you using Skype? It's a great way to have a face
to face meeting with prospects without them having
to visit you...very convenient.

 

January 14th - 105,000 People Cannot Be Wrong

 

I was reading in BBC Wildlife about the only
animal (apart from humans) that
prepares for war through pre-combat bonding.

It's the green woohoopoe from sub-Saharan
Africa.

Before battles with other birds the leaders
preen their followers, giving them
a pep-talk at the same time and helping to build the team.

Giving pep-talks is what great human coaches do.

I know this because I used to work in football
and saw what could happen when a coach made
each player 10% better than before. Reading
FC won promotion to the Premier League with
a record points total.

But don't just
take my word for it.

(Here's what 105,000 employees said
about managers as coaches).

12 Questions You Must Ask Your Staff.

I'm not one for form-ticking appraisals.

But I think these questions help elicit
the truth. And once you have an honest
answer, you can give your honest coaching
and leadership pep-talk.

I wish I'd known this when I had 60 people
to manage. It would have made life much
better for all of us.

 

January 12th - My Predictions for 2011

 

Everyone is making predictions
about what 2011 holds.

And I thought I'd try and come up
with some new ones. But guess what?

My predictions for this year are the same as the last.

So if you have a couple of minutes have
a read and see if any of these ring a bell.

2011 Predictions are here.

 

You can probably guess my 2012 predictions too...

January 6th - Today is the day of Epiphany

Epiphany is a religious ceremony.

But today I am using it as a word to describe the

 

"sudden, intuitive perception of or insight into the reality
or essential meaning of something, usually initiated by some
simple, homely, or commonplace occurrence or experience."

And my sudden insight is this...

Remarkably 50% of solicitors have not even claimed their
 Google Places Listing.

And the essential meaning of this is that 5000 firms do
not even understand the basics of internet marketing.

I've been too wrapped up in advanced marketing to notice
that many firms cannot or will not invest even 5 minutes on
 basic maintenance.

Please, please, if you are a solicitor and you haven't checked
your Google Places listing do it today. Right this minute.

Visit this
page and I'll even show you why you need to do it
and how I can help you

 

 


 

January 3 - State of the Economy

Many people are fearful of 2011 and what it will bring.

Some people will take part in the Cycle of Doom.

You know, the one that sees you slashing costs, prices and profits.

And if you search Google for "Fear" you'll find there are 150M results.

But do you know what?

Your business is still only about three things.

1 Generating Leads

2 Converting Leads to Clients

3 Getting Clients to buy again

You just have to make sure you are going where the money is.

Because person A is still buying from person B.

Ferrari still sells out before they even make the car.

You have just got to give more value than what someone is paying you.

And make sure you are marketing to those that can afford to pay.

If you aren't doing this, change the sales and change your self to ensure you are.

Because more people search for hope than fear.

Which means you have a lot to look forward to if you can tap into this hope.

"it was the best of times and the worst of times."

The choice is yours.

December 15th - How Newsworthy Are You?

 

Publicity is FREE, powerful and will turn you into a local expert.

And your kids will love it too...

One of the best ways to get media coverage is to start sending out regular press releases to your local media.

It’s cheaper than advertising.

It’s probably going to be read by more people. And it’s powerful.

But where do you start?

The key is to think of all the things that are newsworthy.

You’d be surprised at what local media will pick up.

I've made a list of things that can get you coverage.

Click on the link below.

http://goo.gl/QTaVr

Send me your successes!

 

December 7th - Captain Compensation, NOTW style marketing


 

 

November 26th - Check your Google Preview out

  -

Here's a free book on "creating customer evangelists."

It's a series of case studies of companies that put referrals
at the heart of everything.

If you don't have a 100% referral score, and by that
I mean 100% of existing clients give you referrals you
might want to do two things.

1  Read some of this book for inspiration
2  Find out what it is you need to do to get a 100% referral score


You see, whilst last week I talked about customer lifetime value,
(the amount £'s someone spends with you over their lifetime with you)
I neglected the referral aspect.

Getting a client at break-even can be ok if you get referrals (even
if you are a one-off transaction type business).

You have to make it frictionless for someone to give you referrals
and be worthy of them. And you can only do this by finding out
who is referring you and who isn't. And having a system in place
that expects referrals and asks for them, in the right way.

And you probably should reward the referrer and referred.

Here's the book http://creatingcustomerevangelists.com/testify/testify.pdf

If you aren't being pro-active on referrals there's good news.

More money is just around the corner.

Maybe just calling your clients a week, 12 weeks and 30 weeks
after completing their case will enable you to prove you're worthy
and get those referrals. Simple but I bet 99% of firms don't do it.

PS - Thanks for the Google Magic purchases everyone!

PPS Referral Network Building - The Ultimate List

PPS A surveyor I know is aiming to get referrals from solicitors with..
"Refer Surveys To Me And If England Win The Rugby World Cup
I'll Give You 100% of My Fee!" 


Want to know how? Click here

 

February 24th - What Does Groupon Teach Solicitors?

You may have heard about Groupon.

It's a company that makes it money by sending offers to a large email opt-in list.

It profits by taking a share of the sales (25%).

It also stipulates that deals have to be 50% off normal price or some other "great" offer.

So Small and Medium Businesses (SMB’s) that use Groupon can give away 75% of the price of their product.

IS THIS A WISE THING TO DO?

All SMB's should know about customer lifetime value.

This is the key to using Groupon.

It helps you to decide what price you can afford to sell your initial service at.

Ultimately even if you lose money on your first sale, providing you have a good marketing sequence you can turn a one-off into a long term client and get referrals.

FIND, GET, KEEP AND GROW.

Groupon can do the first two. It’s up to merchants to do the last two.

What's this got to do with you?

More and more media owners are moving to pay-per-performance models.

Even major directories are going this way.

And I am doing it at the moment with solicitors and local newspapers.

Law firms just pay per each call they receive rather than for space.

You too can try this with your local media. (Ask me how).

And secondly, this is a reminder email that client liftetime value is a huge indicator of profitability.

Getting a loyal client at break even and getting systematic repeat purchases....

That's a system that's worth something.

PS Marketing sequences video one

Marketing sequences video two

PPS I'm speaking to Groupon about a client in the Body Stress Release area...

Not sure if Groupon will do a Wills offer but I'll ask them and let you know.


February 22nd - Do Your Solicitor Clients Understand What Your Service Will Be?

When someone buys something from you
do you make it absolutely clear what will happen
from that moment onwards?

The reason I ask is because if someone doesn't
know when they will receive your service and
how it is going to be delivered, they will almost
certainly have to check up with you.

This takes up your time, makes the client unhappy
and doesn't make for referrals and positive reviews.

What do you do to make sure someone understands
what it is you will deliver as a service?

I guess this is basic stuff, like answering the phone well and
making sure everyone knows the portfolio of things
you offer.

But it's often the basics that are overlooked in
life because a) people assume everyone knows and b)
most people are only really concerned about their own job.

The best thing you can do to improve how you
operate is to record all the phone calls coming in to your
firm, listen to the recordings and then ask staff to listen to them.


There'll soon be a list of things you can do to convert more
enquiries into leads and service your existing clients better.

I guarantee it.

In fact, get yourself a recording phone number
from Admeter, put it on your website, and if you don't
agree that it helps you win more business after 60 days, I'll pay
your first month's charges.

I'm an evangelist for tracking
and recording calls and with my guarantee
what do you have to lose?


February 16th -  Finding, Getting, Keeping, Growing Clients.

Here's an interview I did for www.hireyourvirtualassistant.com - feel free to watch.

February 15th - Your New Solicitor Services To Market

 

Someone complained to me the other
day that they "didn't have any new services
to market to their clients."

I asked them if every client knew about
every service they already offered?

The answer was "No".

"Then you have new services to market" I said.

Watch the video  http://screenr.com/KAA

 

February 9th - Second Opinion Services For Clients

 

I've been hearing clients talk about their
experience with solicitors.

(The beauty of call recording as research!)

Many of them have explained they are not sure if they are
getting the right service and advice.

I think this is a natural response from some clients.

They may have been expecting a different service
when they engaged their solicitor. Or they may not have
expected it to be "so expensive". Or they may have made
the wrong choice of solicitor in the first place.

Perhaps it's worth looking at making your services
"checklist-able" so that clients know exactly what
they will get.

(Make sure you add in everything you do
and when prospects ask "Why should I choose you?" you can
show them why. Think compare and contrast).


And secondly, perhaps it's worth creating a "second opinion" service
on a fixed fee that reviews other solicitor's work.

Ethically, some solicitors may not be comfortable about this.
And I know there are some that specialise in going after
other firms.

But I know there are probably a percentage of clients
that would like a non-confrontational second opinion, (and may transfer their
business over to you).

A belt and braces approach appeals to people.
So why not offer both?


How you package this is up to you. It's common practise
in many service industries to get a second opinion and
the easier you make it the easier you'll get clients.


PS Grab the No-Holds Barred, Take No Prisoners, 100% Guaranteed Training
Guide To Local Search Marketing On Google - £27 - 60 Day No Questions Asked Refund

 

February 1st - Are You A Law Firm Marketing Expert?


Are you a marketing expert?

Try reading this one and a bit page PDF

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

If you can pat yourself on the back after this
then BRAVO. If not, it's pretty easy to make a fresh start.
(Got a pen and paper?)

 

January 27th - Solicitors Online Branding Is Serious

 

Have you checked your own online "brand"
recently?

After all Googling you is the first thing
many people do when they talk to someone
new for the first time.

Try Googling yourself. What do you see?

If you aren't happy about it you are going
to have to do something.

I did it to my name and found I'm ok with the results.

I even found an article I wrote for Estate Agent Today
which has been read more than 800 times that I'd forgotten
about. http://www.estateagenttoday.co.uk/news_features/Boyd-Butler-Blog2

And if you have no online presence at all
that's great...you can create whatever brand you
want starting this week.

You can become the expert
in your town/city before the summer holidays.

Here's how http://goo.gl/Nys0n

Take a look at Sole Practitioner Paul Hajek's results
http://goo.gl/IWlKe

Paul gets more business by having a good
online personal brand. (He's getting so good
he's now even teaching others how to do it!)

Tip for employment law solicitors...

If people can get sacked because they
use Facebook and have inappropriate
photos on their profile maybe you can
offer a Social media update to your
business clients?

http://www.metro.co.uk/news/853472-facebook-photos-could-cost-teachers-careers?ITO=socialnet-twitter-button

 

January 21st - Solicitor Websites Work Better With Chat

 

How many people come to your website and leave
without calling or emailing you?

I confidently say it will be hundreds a year.

So what are you doing about it?

Perhaps you could gently encourage
people to engage with you by using chat.

Check out this short video

http://screenr.com/L0E

And if you want to add chat to your website
give Toolkit Websites a call or maybe chat
to Jack online?

 

January 19th - Solicitors That Use Video For Marketing

 

Here's a quick tip.

Google loves videos.
So do people. (They watch telly right?)

And it only takes 4 minutes from uploading
a video to getting it on to Google.

Here's the proof
http://screenr.com/3Bl

Videos do work and you don't have to
have an expensive camera and set up.

One video I did has now had
491 views and it didn't cost a penny to do.

Here it is...

http://www.youtube.com/watch?v=39f8XaH_sVE


And how about this as a way of telling a personal story...

http://goo.gl/JnvLX


I hope this has given you a few ideas about how to
use video in different ways in marketing your law firm.

If you want more details

on how I do these videos let me know.

PS are you using Skype? It's a great way to have a face
to face meeting with prospects without them having
to visit you...very convenient.

 

January 14th - 105,000 People Cannot Be Wrong

 

I was reading in BBC Wildlife about the only
animal (apart from humans) that
prepares for war through pre-combat bonding.

It's the green woohoopoe from sub-Saharan
Africa.

Before battles with other birds the leaders
preen their followers, giving them
a pep-talk at the same time and helping to build the team.

Giving pep-talks is what great human coaches do.

I know this because I used to work in football
and saw what could happen when a coach made
each player 10% better than before. Reading
FC won promotion to the Premier League with
a record points total.

But don't just
take my word for it.

(Here's what 105,000 employees said
about managers as coaches).

12 Questions You Must Ask Your Staff.

I'm not one for form-ticking appraisals.

But I think these questions help elicit
the truth. And once you have an honest
answer, you can give your honest coaching
and leadership pep-talk.

I wish I'd known this when I had 60 people
to manage. It would have made life much
better for all of us.

 

January 12th - My Predictions for 2011

 

Everyone is making predictions
about what 2011 holds.

And I thought I'd try and come up
with some new ones. But guess what?

My predictions for this year are the same as the last.

So if you have a couple of minutes have
a read and see if any of these ring a bell.

2011 Predictions are here.

 

You can probably guess my 2012 predictions too...

January 6th - Today is the day of Epiphany

Epiphany is a religious ceremony.

But today I am using it as a word to describe the

 

"sudden, intuitive perception of or insight into the reality
or essential meaning of something, usually initiated by some
simple, homely, or commonplace occurrence or experience."

And my sudden insight is this...

Remarkably 50% of solicitors have not even claimed their
 Google Places Listing.

And the essential meaning of this is that 5000 firms do
not even understand the basics of internet marketing.

I've been too wrapped up in advanced marketing to notice
that many firms cannot or will not invest even 5 minutes on
 basic maintenance.

Please, please, if you are a solicitor and you haven't checked
your Google Places listing do it today. Right this minute.

Visit this
page and I'll even show you why you need to do it
and how I can help you

 

 


 

January 3 - State of the Economy

Many people are fearful of 2011 and what it will bring.

Some people will take part in the Cycle of Doom.

You know, the one that sees you slashing costs, prices and profits.

And if you search Google for "Fear" you'll find there are 150M results.

But do you know what?

Your business is still only about three things.

1 Generating Leads

2 Converting Leads to Clients

3 Getting Clients to buy again

You just have to make sure you are going where the money is.

Because person A is still buying from person B.

Ferrari still sells out before they even make the car.

You have just got to give more value than what someone is paying you.

And make sure you are marketing to those that can afford to pay.

If you aren't doing this, change the sales and change your self to ensure you are.

Because more people search for hope than fear.

Which means you have a lot to look forward to if you can tap into this hope.

"it was the best of times and the worst of times."

The choice is yours.

December 15th - How Newsworthy Are You?

 

Publicity is FREE, powerful and will turn you into a local expert.

And your kids will love it too...

One of the best ways to get media coverage is to start sending out regular press releases to your local media.

It’s cheaper than advertising.

It’s probably going to be read by more people. And it’s powerful.

But where do you start?

The key is to think of all the things that are newsworthy.

You’d be surprised at what local media will pick up.

I've made a list of things that can get you coverage.

Click on the link below.

http://goo.gl/QTaVr

Send me your successes!

 

December 7th - Captain Compensation, NOTW style marketing


 

 

November 26th - Check your Google Preview out

  -

Here's a free book on "creating customer evangelists."

It's a series of case studies of companies that put referrals
at the heart of everything.

If you don't have a 100% referral score, and by that
I mean 100% of existing clients give you referrals you
might want to do two things.

1  Read some of this book for inspiration
2  Find out what it is you need to do to get a 100% referral score


You see, whilst last week I talked about customer lifetime value,
(the amount £'s someone spends with you over their lifetime with you)
I neglected the referral aspect.

Getting a client at break-even can be ok if you get referrals (even
if you are a one-off transaction type business).

You have to make it frictionless for someone to give you referrals
and be worthy of them. And you can only do this by finding out
who is referring you and who isn't. And having a system in place
that expects referrals and asks for them, in the right way.

And you probably should reward the referrer and referred.

Here's the book http://creatingcustomerevangelists.com/testify/testify.pdf

If you aren't being pro-active on referrals there's good news.

More money is just around the corner.

Maybe just calling your clients a week, 12 weeks and 30 weeks
after completing their case will enable you to prove you're worthy
and get those referrals. Simple but I bet 99% of firms don't do it.

PS - Thanks for the Google Magic purchases everyone!

PPS Referral Network Building - The Ultimate List

PPS A surveyor I know is aiming to get referrals from solicitors with..
"Refer Surveys To Me And If England Win The Rugby World Cup
I'll Give You 100% of My Fee!" 


Want to know how? Click here

 

February 24th - What Does Groupon Teach Solicitors?

You may have heard about Groupon.

It's a company that makes it money by sending offers to a large email opt-in list.

It profits by taking a share of the sales (25%).

It also stipulates that deals have to be 50% off normal price or some other "great" offer.

So Small and Medium Businesses (SMB’s) that use Groupon can give away 75% of the price of their product.

IS THIS A WISE THING TO DO?

All SMB's should know about customer lifetime value.

This is the key to using Groupon.

It helps you to decide what price you can afford to sell your initial service at.

Ultimately even if you lose money on your first sale, providing you have a good marketing sequence you can turn a one-off into a long term client and get referrals.

FIND, GET, KEEP AND GROW.

Groupon can do the first two. It’s up to merchants to do the last two.

What's this got to do with you?

More and more media owners are moving to pay-per-performance models.

Even major directories are going this way.

And I am doing it at the moment with solicitors and local newspapers.

Law firms just pay per each call they receive rather than for space.

You too can try this with your local media. (Ask me how).

And secondly, this is a reminder email that client liftetime value is a huge indicator of profitability.

Getting a loyal client at break even and getting systematic repeat purchases....

That's a system that's worth something.

PS Marketing sequences video one

Marketing sequences video two

PPS I'm speaking to Groupon about a client in the Body Stress Release area...

Not sure if Groupon will do a Wills offer but I'll ask them and let you know.


February 22nd - Do Your Solicitor Clients Understand What Your Service Will Be?

When someone buys something from you
do you make it absolutely clear what will happen
from that moment onwards?

The reason I ask is because if someone doesn't
know when they will receive your service and
how it is going to be delivered, they will almost
certainly have to check up with you.

This takes up your time, makes the client unhappy
and doesn't make for referrals and positive reviews.

What do you do to make sure someone understands
what it is you will deliver as a service?

I guess this is basic stuff, like answering the phone well and
making sure everyone knows the portfolio of things
you offer.

But it's often the basics that are overlooked in
life because a) people assume everyone knows and b)
most people are only really concerned about their own job.

The best thing you can do to improve how you
operate is to record all the phone calls coming in to your
firm, listen to the recordings and then ask staff to listen to them.


There'll soon be a list of things you can do to convert more
enquiries into leads and service your existing clients better.

I guarantee it.

In fact, get yourself a recording phone number
from Admeter, put it on your website, and if you don't
agree that it helps you win more business after 60 days, I'll pay
your first month's charges.

I'm an evangelist for tracking
and recording calls and with my guarantee
what do you have to lose?


February 16th -  Finding, Getting, Keeping, Growing Clients.

Here's an interview I did for www.hireyourvirtualassistant.com - feel free to watch.

February 15th - Your New Solicitor Services To Market

 

Someone complained to me the other
day that they "didn't have any new services
to market to their clients."

I asked them if every client knew about
every service they already offered?

The answer was "No".

"Then you have new services to market" I said.

Watch the video  http://screenr.com/KAA

 

February 9th - Second Opinion Services For Clients

 

I've been hearing clients talk about their
experience with solicitors.

(The beauty of call recording as research!)

Many of them have explained they are not sure if they are
getting the right service and advice.

I think this is a natural response from some clients.

They may have been expecting a different service
when they engaged their solicitor. Or they may not have
expected it to be "so expensive". Or they may have made
the wrong choice of solicitor in the first place.

Perhaps it's worth looking at making your services
"checklist-able" so that clients know exactly what
they will get.

(Make sure you add in everything you do
and when prospects ask "Why should I choose you?" you can
show them why. Think compare and contrast).


And secondly, perhaps it's worth creating a "second opinion" service
on a fixed fee that reviews other solicitor's work.

Ethically, some solicitors may not be comfortable about this.
And I know there are some that specialise in going after
other firms.

But I know there are probably a percentage of clients
that would like a non-confrontational second opinion, (and may transfer their
business over to you).

A belt and braces approach appeals to people.
So why not offer both?


How you package this is up to you. It's common practise
in many service industries to get a second opinion and
the easier you make it the easier you'll get clients.


PS Grab the No-Holds Barred, Take No Prisoners, 100% Guaranteed Training
Guide To Local Search Marketing On Google - £27 - 60 Day No Questions Asked Refund

 

February 1st - Are You A Law Firm Marketing Expert?


Are you a marketing expert?

Try reading this one and a bit page PDF

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

If you can pat yourself on the back after this
then BRAVO. If not, it's pretty easy to make a fresh start.
(Got a pen and paper?)

 

January 27th - Solicitors Online Branding Is Serious

 

Have you checked your own online "brand"
recently?

After all Googling you is the first thing
many people do when they talk to someone
new for the first time.

Try Googling yourself. What do you see?

If you aren't happy about it you are going
to have to do something.

I did it to my name and found I'm ok with the results.

I even found an article I wrote for Estate Agent Today
which has been read more than 800 times that I'd forgotten
about. http://www.estateagenttoday.co.uk/news_features/Boyd-Butler-Blog2

And if you have no online presence at all
that's great...you can create whatever brand you
want starting this week.

You can become the expert
in your town/city before the summer holidays.

Here's how http://goo.gl/Nys0n

Take a look at Sole Practitioner Paul Hajek's results
http://goo.gl/IWlKe

Paul gets more business by having a good
online personal brand. (He's getting so good
he's now even teaching others how to do it!)

Tip for employment law solicitors...

If people can get sacked because they
use Facebook and have inappropriate
photos on their profile maybe you can
offer a Social media update to your
business clients?

http://www.metro.co.uk/news/853472-facebook-photos-could-cost-teachers-careers?ITO=socialnet-twitter-button

 

January 21st - Solicitor Websites Work Better With Chat

 

How many people come to your website and leave
without calling or emailing you?

I confidently say it will be hundreds a year.

So what are you doing about it?

Perhaps you could gently encourage
people to engage with you by using chat.

Check out this short video

http://screenr.com/L0E

And if you want to add chat to your website
give Toolkit Websites a call or maybe chat
to Jack online?

 

January 19th - Solicitors That Use Video For Marketing

 

Here's a quick tip.

Google loves videos.
So do people. (They watch telly right?)

And it only takes 4 minutes from uploading
a video to getting it on to Google.

Here's the proof
http://screenr.com/3Bl

Videos do work and you don't have to
have an expensive camera and set up.

One video I did has now had
491 views and it didn't cost a penny to do.

Here it is...

http://www.youtube.com/watch?v=39f8XaH_sVE


And how about this as a way of telling a personal story...

http://goo.gl/JnvLX


I hope this has given you a few ideas about how to
use video in different ways in marketing your law firm.

If you want more details

on how I do these videos let me know.

PS are you using Skype? It's a great way to have a face
to face meeting with prospects without them having
to visit you...very convenient.

 

January 14th - 105,000 People Cannot Be Wrong

 

I was reading in BBC Wildlife about the only
animal (apart from humans) that
prepares for war through pre-combat bonding.

It's the green woohoopoe from sub-Saharan
Africa.

Before battles with other birds the leaders
preen their followers, giving them
a pep-talk at the same time and helping to build the team.

Giving pep-talks is what great human coaches do.

I know this because I used to work in football
and saw what could happen when a coach made
each player 10% better than before. Reading
FC won promotion to the Premier League with
a record points total.

But don't just
take my word for it.

(Here's what 105,000 employees said
about managers as coaches).

12 Questions You Must Ask Your Staff.

I'm not one for form-ticking appraisals.

But I think these questions help elicit
the truth. And once you have an honest
answer, you can give your honest coaching
and leadership pep-talk.

I wish I'd known this when I had 60 people
to manage. It would have made life much
better for all of us.

 

January 12th - My Predictions for 2011

 

Everyone is making predictions
about what 2011 holds.

And I thought I'd try and come up
with some new ones. But guess what?

My predictions for this year are the same as the last.

So if you have a couple of minutes have
a read and see if any of these ring a bell.

2011 Predictions are here.

 

You can probably guess my 2012 predictions too...

January 6th - Today is the day of Epiphany

Epiphany is a religious ceremony.

But today I am using it as a word to describe the

 

"sudden, intuitive perception of or insight into the reality
or essential meaning of something, usually initiated by some
simple, homely, or commonplace occurrence or experience."

And my sudden insight is this...

Remarkably 50% of solicitors have not even claimed their
 Google Places Listing.

And the essential meaning of this is that 5000 firms do
not even understand the basics of internet marketing.

I've been too wrapped up in advanced marketing to notice
that many firms cannot or will not invest even 5 minutes on
 basic maintenance.

Please, please, if you are a solicitor and you haven't checked
your Google Places listing do it today. Right this minute.

Visit this
page and I'll even show you why you need to do it
and how I can help you

 

 


 

January 3 - State of the Economy

Many people are fearful of 2011 and what it will bring.

Some people will take part in the Cycle of Doom.

You know, the one that sees you slashing costs, prices and profits.

And if you search Google for "Fear" you'll find there are 150M results.

But do you know what?

Your business is still only about three things.

1 Generating Leads

2 Converting Leads to Clients

3 Getting Clients to buy again

You just have to make sure you are going where the money is.

Because person A is still buying from person B.

Ferrari still sells out before they even make the car.

You have just got to give more value than what someone is paying you.

And make sure you are marketing to those that can afford to pay.

If you aren't doing this, change the sales and change your self to ensure you are.

Because more people search for hope than fear.

Which means you have a lot to look forward to if you can tap into this hope.

"it was the best of times and the worst of times."

The choice is yours.

December 15th - How Newsworthy Are You?

 

Publicity is FREE, powerful and will turn you into a local expert.

And your kids will love it too...

One of the best ways to get media coverage is to start sending out regular press releases to your local media.

It’s cheaper than advertising.

It’s probably going to be read by more people. And it’s powerful.

But where do you start?

The key is to think of all the things that are newsworthy.

You’d be surprised at what local media will pick up.

I've made a list of things that can get you coverage.

Click on the link below.

http://goo.gl/QTaVr

Send me your successes!

 

December 7th - Captain Compensation, NOTW style marketing


 

 

November 26th - Check your Google Preview out

  -

Here's a free book on "creating customer evangelists."

It's a series of case studies of companies that put referrals
at the heart of everything.

If you don't have a 100% referral score, and by that
I mean 100% of existing clients give you referrals you
might want to do two things.

1  Read some of this book for inspiration
2  Find out what it is you need to do to get a 100% referral score


You see, whilst last week I talked about customer lifetime value,
(the amount £'s someone spends with you over their lifetime with you)
I neglected the referral aspect.

Getting a client at break-even can be ok if you get referrals (even
if you are a one-off transaction type business).

You have to make it frictionless for someone to give you referrals
and be worthy of them. And you can only do this by finding out
who is referring you and who isn't. And having a system in place
that expects referrals and asks for them, in the right way.

And you probably should reward the referrer and referred.

Here's the book http://creatingcustomerevangelists.com/testify/testify.pdf

If you aren't being pro-active on referrals there's good news.

More money is just around the corner.

Maybe just calling your clients a week, 12 weeks and 30 weeks
after completing their case will enable you to prove you're worthy
and get those referrals. Simple but I bet 99% of firms don't do it.

PS - Thanks for the Google Magic purchases everyone!

PPS Referral Network Building - The Ultimate List

PPS A surveyor I know is aiming to get referrals from solicitors with..
"Refer Surveys To Me And If England Win The Rugby World Cup
I'll Give You 100% of My Fee!" 


Want to know how? Click here

 

February 24th - What Does Groupon Teach Solicitors?

You may have heard about Groupon.

It's a company that makes it money by sending offers to a large email opt-in list.

It profits by taking a share of the sales (25%).

It also stipulates that deals have to be 50% off normal price or some other "great" offer.

So Small and Medium Businesses (SMB’s) that use Groupon can give away 75% of the price of their product.

IS THIS A WISE THING TO DO?

All SMB's should know about customer lifetime value.

This is the key to using Groupon.

It helps you to decide what price you can afford to sell your initial service at.

Ultimately even if you lose money on your first sale, providing you have a good marketing sequence you can turn a one-off into a long term client and get referrals.

FIND, GET, KEEP AND GROW.

Groupon can do the first two. It’s up to merchants to do the last two.

What's this got to do with you?

More and more media owners are moving to pay-per-performance models.

Even major directories are going this way.

And I am doing it at the moment with solicitors and local newspapers.

Law firms just pay per each call they receive rather than for space.

You too can try this with your local media. (Ask me how).

And secondly, this is a reminder email that client liftetime value is a huge indicator of profitability.

Getting a loyal client at break even and getting systematic repeat purchases....

That's a system that's worth something.

PS Marketing sequences video one

Marketing sequences video two

PPS I'm speaking to Groupon about a client in the Body Stress Release area...

Not sure if Groupon will do a Wills offer but I'll ask them and let you know.


February 22nd - Do Your Solicitor Clients Understand What Your Service Will Be?

When someone buys something from you
do you make it absolutely clear what will happen
from that moment onwards?

The reason I ask is because if someone doesn't
know when they will receive your service and
how it is going to be delivered, they will almost
certainly have to check up with you.

This takes up your time, makes the client unhappy
and doesn't make for referrals and positive reviews.

What do you do to make sure someone understands
what it is you will deliver as a service?

I guess this is basic stuff, like answering the phone well and
making sure everyone knows the portfolio of things
you offer.

But it's often the basics that are overlooked in
life because a) people assume everyone knows and b)
most people are only really concerned about their own job.

The best thing you can do to improve how you
operate is to record all the phone calls coming in to your
firm, listen to the recordings and then ask staff to listen to them.


There'll soon be a list of things you can do to convert more
enquiries into leads and service your existing clients better.

I guarantee it.

In fact, get yourself a recording phone number
from Admeter, put it on your website, and if you don't
agree that it helps you win more business after 60 days, I'll pay
your first month's charges.

I'm an evangelist for tracking
and recording calls and with my guarantee
what do you have to lose?


February 16th -  Finding, Getting, Keeping, Growing Clients.

Here's an interview I did for www.hireyourvirtualassistant.com - feel free to watch.

February 15th - Your New Solicitor Services To Market

 

Someone complained to me the other
day that they "didn't have any new services
to market to their clients."

I asked them if every client knew about
every service they already offered?

The answer was "No".

"Then you have new services to market" I said.

Watch the video  http://screenr.com/KAA

 

February 9th - Second Opinion Services For Clients

 

I've been hearing clients talk about their
experience with solicitors.

(The beauty of call recording as research!)

Many of them have explained they are not sure if they are
getting the right service and advice.

I think this is a natural response from some clients.

They may have been expecting a different service
when they engaged their solicitor. Or they may not have
expected it to be "so expensive". Or they may have made
the wrong choice of solicitor in the first place.

Perhaps it's worth looking at making your services
"checklist-able" so that clients know exactly what
they will get.

(Make sure you add in everything you do
and when prospects ask "Why should I choose you?" you can
show them why. Think compare and contrast).


And secondly, perhaps it's worth creating a "second opinion" service
on a fixed fee that reviews other solicitor's work.

Ethically, some solicitors may not be comfortable about this.
And I know there are some that specialise in going after
other firms.

But I know there are probably a percentage of clients
that would like a non-confrontational second opinion, (and may transfer their
business over to you).

A belt and braces approach appeals to people.
So why not offer both?


How you package this is up to you. It's common practise
in many service industries to get a second opinion and
the easier you make it the easier you'll get clients.


PS Grab the No-Holds Barred, Take No Prisoners, 100% Guaranteed Training
Guide To Local Search Marketing On Google - £27 - 60 Day No Questions Asked Refund

 

February 1st - Are You A Law Firm Marketing Expert?


Are you a marketing expert?

Try reading this one and a bit page PDF

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

If you can pat yourself on the back after this
then BRAVO. If not, it's pretty easy to make a fresh start.
(Got a pen and paper?)

 

January 27th - Solicitors Online Branding Is Serious

 

Have you checked your own online "brand"
recently?

After all Googling you is the first thing
many people do when they talk to someone
new for the first time.

Try Googling yourself. What do you see?

If you aren't happy about it you are going
to have to do something.

I did it to my name and found I'm ok with the results.

I even found an article I wrote for Estate Agent Today
which has been read more than 800 times that I'd forgotten
about. http://www.estateagenttoday.co.uk/news_features/Boyd-Butler-Blog2

And if you have no online presence at all
that's great...you can create whatever brand you
want starting this week.

You can become the expert
in your town/city before the summer holidays.

Here's how http://goo.gl/Nys0n

Take a look at Sole Practitioner Paul Hajek's results
http://goo.gl/IWlKe

Paul gets more business by having a good
online personal brand. (He's getting so good
he's now even teaching others how to do it!)

Tip for employment law solicitors...

If people can get sacked because they
use Facebook and have inappropriate
photos on their profile maybe you can
offer a Social media update to your
business clients?

http://www.metro.co.uk/news/853472-facebook-photos-could-cost-teachers-careers?ITO=socialnet-twitter-button

 

January 21st - Solicitor Websites Work Better With Chat

 

How many people come to your website and leave
without calling or emailing you?

I confidently say it will be hundreds a year.

So what are you doing about it?

Perhaps you could gently encourage
people to engage with you by using chat.

Check out this short video

http://screenr.com/L0E

And if you want to add chat to your website
give Toolkit Websites a call or maybe chat
to Jack online?

 

January 19th - Solicitors That Use Video For Marketing

 

Here's a quick tip.

Google loves videos.
So do people. (They watch telly right?)

And it only takes 4 minutes from uploading
a video to getting it on to Google.

Here's the proof
http://screenr.com/3Bl

Videos do work and you don't have to
have an expensive camera and set up.

One video I did has now had
491 views and it didn't cost a penny to do.

Here it is...

http://www.youtube.com/watch?v=39f8XaH_sVE


And how about this as a way of telling a personal story...

http://goo.gl/JnvLX


I hope this has given you a few ideas about how to
use video in different ways in marketing your law firm.

If you want more details

on how I do these videos let me know.

PS are you using Skype? It's a great way to have a face
to face meeting with prospects without them having
to visit you...very convenient.

 

January 14th - 105,000 People Cannot Be Wrong

 

I was reading in BBC Wildlife about the only
animal (apart from humans) that
prepares for war through pre-combat bonding.

It's the green woohoopoe from sub-Saharan
Africa.

Before battles with other birds the leaders
preen their followers, giving them
a pep-talk at the same time and helping to build the team.

Giving pep-talks is what great human coaches do.

I know this because I used to work in football
and saw what could happen when a coach made
each player 10% better than before. Reading
FC won promotion to the Premier League with
a record points total.

But don't just
take my word for it.

(Here's what 105,000 employees said
about managers as coaches).

12 Questions You Must Ask Your Staff.

I'm not one for form-ticking appraisals.

But I think these questions help elicit
the truth. And once you have an honest
answer, you can give your honest coaching
and leadership pep-talk.

I wish I'd known this when I had 60 people
to manage. It would have made life much
better for all of us.

 

January 12th - My Predictions for 2011

 

Everyone is making predictions
about what 2011 holds.

And I thought I'd try and come up
with some new ones. But guess what?

My predictions for this year are the same as the last.

So if you have a couple of minutes have
a read and see if any of these ring a bell.

2011 Predictions are here.

 

You can probably guess my 2012 predictions too...

January 6th - Today is the day of Epiphany

Epiphany is a religious ceremony.

But today I am using it as a word to describe the

 

"sudden, intuitive perception of or insight into the reality
or essential meaning of something, usually initiated by some
simple, homely, or commonplace occurrence or experience."

And my sudden insight is this...

Remarkably 50% of solicitors have not even claimed their
 Google Places Listing.

And the essential meaning of this is that 5000 firms do
not even understand the basics of internet marketing.

I've been too wrapped up in advanced marketing to notice
that many firms cannot or will not invest even 5 minutes on
 basic maintenance.

Please, please, if you are a solicitor and you haven't checked
your Google Places listing do it today. Right this minute.

Visit this
page and I'll even show you why you need to do it
and how I can help you

 

 


 

January 3 - State of the Economy

Many people are fearful of 2011 and what it will bring.

Some people will take part in the Cycle of Doom.

You know, the one that sees you slashing costs, prices and profits.

And if you search Google for "Fear" you'll find there are 150M results.

But do you know what?

Your business is still only about three things.

1 Generating Leads

2 Converting Leads to Clients

3 Getting Clients to buy again

You just have to make sure you are going where the money is.

Because person A is still buying from person B.

Ferrari still sells out before they even make the car.

You have just got to give more value than what someone is paying you.

And make sure you are marketing to those that can afford to pay.

If you aren't doing this, change the sales and change your self to ensure you are.

Because more people search for hope than fear.

Which means you have a lot to look forward to if you can tap into this hope.

"it was the best of times and the worst of times."

The choice is yours.

December 15th - How Newsworthy Are You?

 

Publicity is FREE, powerful and will turn you into a local expert.

And your kids will love it too...

One of the best ways to get media coverage is to start sending out regular press releases to your local media.

It’s cheaper than advertising.

It’s probably going to be read by more people. And it’s powerful.

But where do you start?

The key is to think of all the things that are newsworthy.

You’d be surprised at what local media will pick up.

I've made a list of things that can get you coverage.

Click on the link below.

http://goo.gl/QTaVr

Send me your successes!

 

December 7th - Captain Compensation, NOTW style marketing


 

 

November 26th - Check your Google Preview out

  -

Here's a free book on "creating customer evangelists."

It's a series of case studies of companies that put referrals
at the heart of everything.

If you don't have a 100% referral score, and by that
I mean 100% of existing clients give you referrals you
might want to do two things.

1  Read some of this book for inspiration
2  Find out what it is you need to do to get a 100% referral score


You see, whilst last week I talked about customer lifetime value,
(the amount £'s someone spends with you over their lifetime with you)
I neglected the referral aspect.

Getting a client at break-even can be ok if you get referrals (even
if you are a one-off transaction type business).

You have to make it frictionless for someone to give you referrals
and be worthy of them. And you can only do this by finding out
who is referring you and who isn't. And having a system in place
that expects referrals and asks for them, in the right way.

And you probably should reward the referrer and referred.

Here's the book http://creatingcustomerevangelists.com/testify/testify.pdf

If you aren't being pro-active on referrals there's good news.

More money is just around the corner.

Maybe just calling your clients a week, 12 weeks and 30 weeks
after completing their case will enable you to prove you're worthy
and get those referrals. Simple but I bet 99% of firms don't do it.

PS - Thanks for the Google Magic purchases everyone!

PPS Referral Network Building - The Ultimate List

PPS A surveyor I know is aiming to get referrals from solicitors with..
"Refer Surveys To Me And If England Win The Rugby World Cup
I'll Give You 100% of My Fee!" 


Want to know how? Click here

 

February 24th - What Does Groupon Teach Solicitors?

You may have heard about Groupon.

It's a company that makes it money by sending offers to a large email opt-in list.

It profits by taking a share of the sales (25%).

It also stipulates that deals have to be 50% off normal price or some other "great" offer.

So Small and Medium Businesses (SMB’s) that use Groupon can give away 75% of the price of their product.

IS THIS A WISE THING TO DO?

All SMB's should know about customer lifetime value.

This is the key to using Groupon.

It helps you to decide what price you can afford to sell your initial service at.

Ultimately even if you lose money on your first sale, providing you have a good marketing sequence you can turn a one-off into a long term client and get referrals.

FIND, GET, KEEP AND GROW.

Groupon can do the first two. It’s up to merchants to do the last two.

What's this got to do with you?

More and more media owners are moving to pay-per-performance models.

Even major directories are going this way.

And I am doing it at the moment with solicitors and local newspapers.

Law firms just pay per each call they receive rather than for space.

You too can try this with your local media. (Ask me how).

And secondly, this is a reminder email that client liftetime value is a huge indicator of profitability.

Getting a loyal client at break even and getting systematic repeat purchases....

That's a system that's worth something.

PS Marketing sequences video one

Marketing sequences video two

PPS I'm speaking to Groupon about a client in the Body Stress Release area...

Not sure if Groupon will do a Wills offer but I'll ask them and let you know.


February 22nd - Do Your Solicitor Clients Understand What Your Service Will Be?

When someone buys something from you
do you make it absolutely clear what will happen
from that moment onwards?

The reason I ask is because if someone doesn't
know when they will receive your service and
how it is going to be delivered, they will almost
certainly have to check up with you.

This takes up your time, makes the client unhappy
and doesn't make for referrals and positive reviews.

What do you do to make sure someone understands
what it is you will deliver as a service?

I guess this is basic stuff, like answering the phone well and
making sure everyone knows the portfolio of things
you offer.

But it's often the basics that are overlooked in
life because a) people assume everyone knows and b)
most people are only really concerned about their own job.

The best thing you can do to improve how you
operate is to record all the phone calls coming in to your
firm, listen to the recordings and then ask staff to listen to them.


There'll soon be a list of things you can do to convert more
enquiries into leads and service your existing clients better.

I guarantee it.

In fact, get yourself a recording phone number
from Admeter, put it on your website, and if you don't
agree that it helps you win more business after 60 days, I'll pay
your first month's charges.

I'm an evangelist for tracking
and recording calls and with my guarantee
what do you have to lose?


February 16th -  Finding, Getting, Keeping, Growing Clients.

Here's an interview I did for www.hireyourvirtualassistant.com - feel free to watch.

February 15th - Your New Solicitor Services To Market

 

Someone complained to me the other
day that they "didn't have any new services
to market to their clients."

I asked them if every client knew about
every service they already offered?

The answer was "No".

"Then you have new services to market" I said.

Watch the video  http://screenr.com/KAA

 

February 9th - Second Opinion Services For Clients

 

I've been hearing clients talk about their
experience with solicitors.

(The beauty of call recording as research!)

Many of them have explained they are not sure if they are
getting the right service and advice.

I think this is a natural response from some clients.

They may have been expecting a different service
when they engaged their solicitor. Or they may not have
expected it to be "so expensive". Or they may have made
the wrong choice of solicitor in the first place.

Perhaps it's worth looking at making your services
"checklist-able" so that clients know exactly what
they will get.

(Make sure you add in everything you do
and when prospects ask "Why should I choose you?" you can
show them why. Think compare and contrast).


And secondly, perhaps it's worth creating a "second opinion" service
on a fixed fee that reviews other solicitor's work.

Ethically, some solicitors may not be comfortable about this.
And I know there are some that specialise in going after
other firms.

But I know there are probably a percentage of clients
that would like a non-confrontational second opinion, (and may transfer their
business over to you).

A belt and braces approach appeals to people.
So why not offer both?


How you package this is up to you. It's common practise
in many service industries to get a second opinion and
the easier you make it the easier you'll get clients.


PS Grab the No-Holds Barred, Take No Prisoners, 100% Guaranteed Training
Guide To Local Search Marketing On Google - £27 - 60 Day No Questions Asked Refund

 

February 1st - Are You A Law Firm Marketing Expert?


Are you a marketing expert?

Try reading this one and a bit page PDF

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

If you can pat yourself on the back after this
then BRAVO. If not, it's pretty easy to make a fresh start.
(Got a pen and paper?)

 

January 27th - Solicitors Online Branding Is Serious

 

Have you checked your own online "brand"
recently?

After all Googling you is the first thing
many people do when they talk to someone
new for the first time.

Try Googling yourself. What do you see?

If you aren't happy about it you are going
to have to do something.

I did it to my name and found I'm ok with the results.

I even found an article I wrote for Estate Agent Today
which has been read more than 800 times that I'd forgotten
about. http://www.estateagenttoday.co.uk/news_features/Boyd-Butler-Blog2

And if you have no online presence at all
that's great...you can create whatever brand you
want starting this week.

You can become the expert
in your town/city before the summer holidays.

Here's how http://goo.gl/Nys0n

Take a look at Sole Practitioner Paul Hajek's results
http://goo.gl/IWlKe

Paul gets more business by having a good
online personal brand. (He's getting so good
he's now even teaching others how to do it!)

Tip for employment law solicitors...

If people can get sacked because they
use Facebook and have inappropriate
photos on their profile maybe you can
offer a Social media update to your
business clients?

http://www.metro.co.uk/news/853472-facebook-photos-could-cost-teachers-careers?ITO=socialnet-twitter-button

 

January 21st - Solicitor Websites Work Better With Chat

 

How many people come to your website and leave
without calling or emailing you?

I confidently say it will be hundreds a year.

So what are you doing about it?

Perhaps you could gently encourage
people to engage with you by using chat.

Check out this short video

http://screenr.com/L0E

And if you want to add chat to your website
give Toolkit Websites a call or maybe chat
to Jack online?

 

January 19th - Solicitors That Use Video For Marketing

 

Here's a quick tip.

Google loves videos.
So do people. (They watch telly right?)

And it only takes 4 minutes from uploading
a video to getting it on to Google.

Here's the proof
http://screenr.com/3Bl

Videos do work and you don't have to
have an expensive camera and set up.

One video I did has now had
491 views and it didn't cost a penny to do.

Here it is...

http://www.youtube.com/watch?v=39f8XaH_sVE


And how about this as a way of telling a personal story...

http://goo.gl/JnvLX


I hope this has given you a few ideas about how to
use video in different ways in marketing your law firm.

If you want more details

on how I do these videos let me know.

PS are you using Skype? It's a great way to have a face
to face meeting with prospects without them having
to visit you...very convenient.

 

January 14th - 105,000 People Cannot Be Wrong

 

I was reading in BBC Wildlife about the only
animal (apart from humans) that
prepares for war through pre-combat bonding.

It's the green woohoopoe from sub-Saharan
Africa.

Before battles with other birds the leaders
preen their followers, giving them
a pep-talk at the same time and helping to build the team.

Giving pep-talks is what great human coaches do.

I know this because I used to work in football
and saw what could happen when a coach made
each player 10% better than before. Reading
FC won promotion to the Premier League with
a record points total.

But don't just
take my word for it.

(Here's what 105,000 employees said
about managers as coaches).

12 Questions You Must Ask Your Staff.

I'm not one for form-ticking appraisals.

But I think these questions help elicit
the truth. And once you have an honest
answer, you can give your honest coaching
and leadership pep-talk.

I wish I'd known this when I had 60 people
to manage. It would have made life much
better for all of us.

 

January 12th - My Predictions for 2011

 

Everyone is making predictions
about what 2011 holds.

And I thought I'd try and come up
with some new ones. But guess what?

My predictions for this year are the same as the last.

So if you have a couple of minutes have
a read and see if any of these ring a bell.

2011 Predictions are here.

 

You can probably guess my 2012 predictions too...

January 6th - Today is the day of Epiphany

Epiphany is a religious ceremony.

But today I am using it as a word to describe the

 

"sudden, intuitive perception of or insight into the reality
or essential meaning of something, usually initiated by some
simple, homely, or commonplace occurrence or experience."

And my sudden insight is this...

Remarkably 50% of solicitors have not even claimed their
 Google Places Listing.

And the essential meaning of this is that 5000 firms do
not even understand the basics of internet marketing.

I've been too wrapped up in advanced marketing to notice
that many firms cannot or will not invest even 5 minutes on
 basic maintenance.

Please, please, if you are a solicitor and you haven't checked
your Google Places listing do it today. Right this minute.

Visit this
page and I'll even show you why you need to do it
and how I can help you

 

 


 

January 3 - State of the Economy

Many people are fearful of 2011 and what it will bring.

Some people will take part in the Cycle of Doom.

You know, the one that sees you slashing costs, prices and profits.

And if you search Google for "Fear" you'll find there are 150M results.

But do you know what?

Your business is still only about three things.

1 Generating Leads

2 Converting Leads to Clients

3 Getting Clients to buy again

You just have to make sure you are going where the money is.

Because person A is still buying from person B.

Ferrari still sells out before they even make the car.

You have just got to give more value than what someone is paying you.

And make sure you are marketing to those that can afford to pay.

If you aren't doing this, change the sales and change your self to ensure you are.

Because more people search for hope than fear.

Which means you have a lot to look forward to if you can tap into this hope.

"it was the best of times and the worst of times."

The choice is yours.

December 15th - How Newsworthy Are You?

 

Publicity is FREE, powerful and will turn you into a local expert.

And your kids will love it too...

One of the best ways to get media coverage is to start sending out regular press releases to your local media.

It’s cheaper than advertising.

It’s probably going to be read by more people. And it’s powerful.

But where do you start?

The key is to think of all the things that are newsworthy.

You’d be surprised at what local media will pick up.

I've made a list of things that can get you coverage.

Click on the link below.

http://goo.gl/QTaVr

Send me your successes!

 

December 7th - Captain Compensation, NOTW style marketing


 

 

November 26th - Check your Google Preview out

  -

Here's a free book on "creating customer evangelists."

It's a series of case studies of companies that put referrals
at the heart of everything.

If you don't have a 100% referral score, and by that
I mean 100% of existing clients give you referrals you
might want to do two things.

1  Read some of this book for inspiration
2  Find out what it is you need to do to get a 100% referral score


You see, whilst last week I talked about customer lifetime value,
(the amount £'s someone spends with you over their lifetime with you)
I neglected the referral aspect.

Getting a client at break-even can be ok if you get referrals (even
if you are a one-off transaction type business).

You have to make it frictionless for someone to give you referrals
and be worthy of them. And you can only do this by finding out
who is referring you and who isn't. And having a system in place
that expects referrals and asks for them, in the right way.

And you probably should reward the referrer and referred.

Here's the book http://creatingcustomerevangelists.com/testify/testify.pdf

If you aren't being pro-active on referrals there's good news.

More money is just around the corner.

Maybe just calling your clients a week, 12 weeks and 30 weeks
after completing their case will enable you to prove you're worthy
and get those referrals. Simple but I bet 99% of firms don't do it.

PS - Thanks for the Google Magic purchases everyone!

PPS Referral Network Building - The Ultimate List

PPS A surveyor I know is aiming to get referrals from solicitors with..
"Refer Surveys To Me And If England Win The Rugby World Cup
I'll Give You 100% of My Fee!" 


Want to know how? Click here

 

February 24th - What Does Groupon Teach Solicitors?

You may have heard about Groupon.

It's a company that makes it money by sending offers to a large email opt-in list.

It profits by taking a share of the sales (25%).

It also stipulates that deals have to be 50% off normal price or some other "great" offer.

So Small and Medium Businesses (SMB’s) that use Groupon can give away 75% of the price of their product.

IS THIS A WISE THING TO DO?

All SMB's should know about customer lifetime value.

This is the key to using Groupon.

It helps you to decide what price you can afford to sell your initial service at.

Ultimately even if you lose money on your first sale, providing you have a good marketing sequence you can turn a one-off into a long term client and get referrals.

FIND, GET, KEEP AND GROW.

Groupon can do the first two. It’s up to merchants to do the last two.

What's this got to do with you?

More and more media owners are moving to pay-per-performance models.

Even major directories are going this way.

And I am doing it at the moment with solicitors and local newspapers.

Law firms just pay per each call they receive rather than for space.

You too can try this with your local media. (Ask me how).

And secondly, this is a reminder email that client liftetime value is a huge indicator of profitability.

Getting a loyal client at break even and getting systematic repeat purchases....

That's a system that's worth something.

PS Marketing sequences video one

Marketing sequences video two

PPS I'm speaking to Groupon about a client in the Body Stress Release area...

Not sure if Groupon will do a Wills offer but I'll ask them and let you know.


February 22nd - Do Your Solicitor Clients Understand What Your Service Will Be?

When someone buys something from you
do you make it absolutely clear what will happen
from that moment onwards?

The reason I ask is because if someone doesn't
know when they will receive your service and
how it is going to be delivered, they will almost
certainly have to check up with you.

This takes up your time, makes the client unhappy
and doesn't make for referrals and positive reviews.

What do you do to make sure someone understands
what it is you will deliver as a service?

I guess this is basic stuff, like answering the phone well and
making sure everyone knows the portfolio of things
you offer.

But it's often the basics that are overlooked in
life because a) people assume everyone knows and b)
most people are only really concerned about their own job.

The best thing you can do to improve how you
operate is to record all the phone calls coming in to your
firm, listen to the recordings and then ask staff to listen to them.


There'll soon be a list of things you can do to convert more
enquiries into leads and service your existing clients better.

I guarantee it.

In fact, get yourself a recording phone number
from Admeter, put it on your website, and if you don't
agree that it helps you win more business after 60 days, I'll pay
your first month's charges.

I'm an evangelist for tracking
and recording calls and with my guarantee
what do you have to lose?


February 16th -  Finding, Getting, Keeping, Growing Clients.

Here's an interview I did for www.hireyourvirtualassistant.com - feel free to watch.

February 15th - Your New Solicitor Services To Market

 

Someone complained to me the other
day that they "didn't have any new services
to market to their clients."

I asked them if every client knew about
every service they already offered?

The answer was "No".

"Then you have new services to market" I said.

Watch the video  http://screenr.com/KAA

 

February 9th - Second Opinion Services For Clients

 

I've been hearing clients talk about their
experience with solicitors.

(The beauty of call recording as research!)

Many of them have explained they are not sure if they are
getting the right service and advice.

I think this is a natural response from some clients.

They may have been expecting a different service
when they engaged their solicitor. Or they may not have
expected it to be "so expensive". Or they may have made
the wrong choice of solicitor in the first place.

Perhaps it's worth looking at making your services
"checklist-able" so that clients know exactly what
they will get.

(Make sure you add in everything you do
and when prospects ask "Why should I choose you?" you can
show them why. Think compare and contrast).


And secondly, perhaps it's worth creating a "second opinion" service
on a fixed fee that reviews other solicitor's work.

Ethically, some solicitors may not be comfortable about this.
And I know there are some that specialise in going after
other firms.

But I know there are probably a percentage of clients
that would like a non-confrontational second opinion, (and may transfer their
business over to you).

A belt and braces approach appeals to people.
So why not offer both?


How you package this is up to you. It's common practise
in many service industries to get a second opinion and
the easier you make it the easier you'll get clients.


PS Grab the No-Holds Barred, Take No Prisoners, 100% Guaranteed Training
Guide To Local Search Marketing On Google - £27 - 60 Day No Questions Asked Refund

 

February 1st - Are You A Law Firm Marketing Expert?


Are you a marketing expert?

Try reading this one and a bit page PDF

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

If you can pat yourself on the back after this
then BRAVO. If not, it's pretty easy to make a fresh start.
(Got a pen and paper?)

 

January 27th - Solicitors Online Branding Is Serious

 

Have you checked your own online "brand"
recently?

After all Googling you is the first thing
many people do when they talk to someone
new for the first time.

Try Googling yourself. What do you see?

If you aren't happy about it you are going
to have to do something.

I did it to my name and found I'm ok with the results.

I even found an article I wrote for Estate Agent Today
which has been read more than 800 times that I'd forgotten
about. http://www.estateagenttoday.co.uk/news_features/Boyd-Butler-Blog2

And if you have no online presence at all
that's great...you can create whatever brand you
want starting this week.

You can become the expert
in your town/city before the summer holidays.

Here's how http://goo.gl/Nys0n

Take a look at Sole Practitioner Paul Hajek's results
http://goo.gl/IWlKe

Paul gets more business by having a good
online personal brand. (He's getting so good
he's now even teaching others how to do it!)

Tip for employment law solicitors...

If people can get sacked because they
use Facebook and have inappropriate
photos on their profile maybe you can
offer a Social media update to your
business clients?

http://www.metro.co.uk/news/853472-facebook-photos-could-cost-teachers-careers?ITO=socialnet-twitter-button

 

January 21st - Solicitor Websites Work Better With Chat

 

How many people come to your website and leave
without calling or emailing you?

I confidently say it will be hundreds a year.

So what are you doing about it?

Perhaps you could gently encourage
people to engage with you by using chat.

Check out this short video

http://screenr.com/L0E

And if you want to add chat to your website
give Toolkit Websites a call or maybe chat
to Jack online?

 

January 19th - Solicitors That Use Video For Marketing

 

Here's a quick tip.

Google loves videos.
So do people. (They watch telly right?)

And it only takes 4 minutes from uploading
a video to getting it on to Google.

Here's the proof
http://screenr.com/3Bl

Videos do work and you don't have to
have an expensive camera and set up.

One video I did has now had
491 views and it didn't cost a penny to do.

Here it is...

http://www.youtube.com/watch?v=39f8XaH_sVE


And how about this as a way of telling a personal story...

http://goo.gl/JnvLX


I hope this has given you a few ideas about how to
use video in different ways in marketing your law firm.

If you want more details

on how I do these videos let me know.

PS are you using Skype? It's a great way to have a face
to face meeting with prospects without them having
to visit you...very convenient.

 

January 14th - 105,000 People Cannot Be Wrong

 

I was reading in BBC Wildlife about the only
animal (apart from humans) that
prepares for war through pre-combat bonding.

It's the green woohoopoe from sub-Saharan
Africa.

Before battles with other birds the leaders
preen their followers, giving them
a pep-talk at the same time and helping to build the team.

Giving pep-talks is what great human coaches do.

I know this because I used to work in football
and saw what could happen when a coach made
each player 10% better than before. Reading
FC won promotion to the Premier League with
a record points total.

But don't just
take my word for it.

(Here's what 105,000 employees said
about managers as coaches).

12 Questions You Must Ask Your Staff.

I'm not one for form-ticking appraisals.

But I think these questions help elicit
the truth. And once you have an honest
answer, you can give your honest coaching
and leadership pep-talk.

I wish I'd known this when I had 60 people
to manage. It would have made life much
better for all of us.

 

January 12th - My Predictions for 2011

 

Everyone is making predictions
about what 2011 holds.

And I thought I'd try and come up
with some new ones. But guess what?

My predictions for this year are the same as the last.

So if you have a couple of minutes have
a read and see if any of these ring a bell.

2011 Predictions are here.

 

You can probably guess my 2012 predictions too...

January 6th - Today is the day of Epiphany

Epiphany is a religious ceremony.

But today I am using it as a word to describe the

 

"sudden, intuitive perception of or insight into the reality
or essential meaning of something, usually initiated by some
simple, homely, or commonplace occurrence or experience."

And my sudden insight is this...

Remarkably 50% of solicitors have not even claimed their
 Google Places Listing.

And the essential meaning of this is that 5000 firms do
not even understand the basics of internet marketing.

I've been too wrapped up in advanced marketing to notice
that many firms cannot or will not invest even 5 minutes on
 basic maintenance.

Please, please, if you are a solicitor and you haven't checked
your Google Places listing do it today. Right this minute.

Visit this
page and I'll even show you why you need to do it
and how I can help you

 

 


 

January 3 - State of the Economy

Many people are fearful of 2011 and what it will bring.

Some people will take part in the Cycle of Doom.

You know, the one that sees you slashing costs, prices and profits.

And if you search Google for "Fear" you'll find there are 150M results.

But do you know what?

Your business is still only about three things.

1 Generating Leads

2 Converting Leads to Clients

3 Getting Clients to buy again

You just have to make sure you are going where the money is.

Because person A is still buying from person B.

Ferrari still sells out before they even make the car.

You have just got to give more value than what someone is paying you.

And make sure you are marketing to those that can afford to pay.

If you aren't doing this, change the sales and change your self to ensure you are.

Because more people search for hope than fear.

Which means you have a lot to look forward to if you can tap into this hope.

"it was the best of times and the worst of times."

The choice is yours.

December 15th - How Newsworthy Are You?

 

Publicity is FREE, powerful and will turn you into a local expert.

And your kids will love it too...

One of the best ways to get media coverage is to start sending out regular press releases to your local media.

It’s cheaper than advertising.

It’s probably going to be read by more people. And it’s powerful.

But where do you start?

The key is to think of all the things that are newsworthy.

You’d be surprised at what local media will pick up.

I've made a list of things that can get you coverage.

Click on the link below.

http://goo.gl/QTaVr

Send me your successes!

 

December 7th - Captain Compensation, NOTW style marketing


 

 

November 26th - Check your Google Preview out

  -

Here's a free book on "creating customer evangelists."

It's a series of case studies of companies that put referrals
at the heart of everything.

If you don't have a 100% referral score, and by that
I mean 100% of existing clients give you referrals you
might want to do two things.

1  Read some of this book for inspiration
2  Find out what it is you need to do to get a 100% referral score


You see, whilst last week I talked about customer lifetime value,
(the amount £'s someone spends with you over their lifetime with you)
I neglected the referral aspect.

Getting a client at break-even can be ok if you get referrals (even
if you are a one-off transaction type business).

You have to make it frictionless for someone to give you referrals
and be worthy of them. And you can only do this by finding out
who is referring you and who isn't. And having a system in place
that expects referrals and asks for them, in the right way.

And you probably should reward the referrer and referred.

Here's the book http://creatingcustomerevangelists.com/testify/testify.pdf

If you aren't being pro-active on referrals there's good news.

More money is just around the corner.

Maybe just calling your clients a week, 12 weeks and 30 weeks
after completing their case will enable you to prove you're worthy
and get those referrals. Simple but I bet 99% of firms don't do it.

PS - Thanks for the Google Magic purchases everyone!

PPS Referral Network Building - The Ultimate List

PPS A surveyor I know is aiming to get referrals from solicitors with..
"Refer Surveys To Me And If England Win The Rugby World Cup
I'll Give You 100% of My Fee!" 


Want to know how? Click here

 

February 24th - What Does Groupon Teach Solicitors?

You may have heard about Groupon.

It's a company that makes it money by sending offers to a large email opt-in list.

It profits by taking a share of the sales (25%).

It also stipulates that deals have to be 50% off normal price or some other "great" offer.

So Small and Medium Businesses (SMB’s) that use Groupon can give away 75% of the price of their product.

IS THIS A WISE THING TO DO?

All SMB's should know about customer lifetime value.

This is the key to using Groupon.

It helps you to decide what price you can afford to sell your initial service at.

Ultimately even if you lose money on your first sale, providing you have a good marketing sequence you can turn a one-off into a long term client and get referrals.

FIND, GET, KEEP AND GROW.

Groupon can do the first two. It’s up to merchants to do the last two.

What's this got to do with you?

More and more media owners are moving to pay-per-performance models.

Even major directories are going this way.

And I am doing it at the moment with solicitors and local newspapers.

Law firms just pay per each call they receive rather than for space.

You too can try this with your local media. (Ask me how).

And secondly, this is a reminder email that client liftetime value is a huge indicator of profitability.

Getting a loyal client at break even and getting systematic repeat purchases....

That's a system that's worth something.

PS Marketing sequences video one

Marketing sequences video two

PPS I'm speaking to Groupon about a client in the Body Stress Release area...

Not sure if Groupon will do a Wills offer but I'll ask them and let you know.


February 22nd - Do Your Solicitor Clients Understand What Your Service Will Be?

When someone buys something from you
do you make it absolutely clear what will happen
from that moment onwards?

The reason I ask is because if someone doesn't
know when they will receive your service and
how it is going to be delivered, they will almost
certainly have to check up with you.

This takes up your time, makes the client unhappy
and doesn't make for referrals and positive reviews.

What do you do to make sure someone understands
what it is you will deliver as a service?

I guess this is basic stuff, like answering the phone well and
making sure everyone knows the portfolio of things
you offer.

But it's often the basics that are overlooked in
life because a) people assume everyone knows and b)
most people are only really concerned about their own job.

The best thing you can do to improve how you
operate is to record all the phone calls coming in to your
firm, listen to the recordings and then ask staff to listen to them.


There'll soon be a list of things you can do to convert more
enquiries into leads and service your existing clients better.

I guarantee it.

In fact, get yourself a recording phone number
from Admeter, put it on your website, and if you don't
agree that it helps you win more business after 60 days, I'll pay
your first month's charges.

I'm an evangelist for tracking
and recording calls and with my guarantee
what do you have to lose?


February 16th -  Finding, Getting, Keeping, Growing Clients.

Here's an interview I did for www.hireyourvirtualassistant.com - feel free to watch.

February 15th - Your New Solicitor Services To Market

 

Someone complained to me the other
day that they "didn't have any new services
to market to their clients."

I asked them if every client knew about
every service they already offered?

The answer was "No".

"Then you have new services to market" I said.

Watch the video  http://screenr.com/KAA

 

February 9th - Second Opinion Services For Clients

 

I've been hearing clients talk about their
experience with solicitors.

(The beauty of call recording as research!)

Many of them have explained they are not sure if they are
getting the right service and advice.

I think this is a natural response from some clients.

They may have been expecting a different service
when they engaged their solicitor. Or they may not have
expected it to be "so expensive". Or they may have made
the wrong choice of solicitor in the first place.

Perhaps it's worth looking at making your services
"checklist-able" so that clients know exactly what
they will get.

(Make sure you add in everything you do
and when prospects ask "Why should I choose you?" you can
show them why. Think compare and contrast).


And secondly, perhaps it's worth creating a "second opinion" service
on a fixed fee that reviews other solicitor's work.

Ethically, some solicitors may not be comfortable about this.
And I know there are some that specialise in going after
other firms.

But I know there are probably a percentage of clients
that would like a non-confrontational second opinion, (and may transfer their
business over to you).

A belt and braces approach appeals to people.
So why not offer both?


How you package this is up to you. It's common practise
in many service industries to get a second opinion and
the easier you make it the easier you'll get clients.


PS Grab the No-Holds Barred, Take No Prisoners, 100% Guaranteed Training
Guide To Local Search Marketing On Google - £27 - 60 Day No Questions Asked Refund

 

February 1st - Are You A Law Firm Marketing Expert?


Are you a marketing expert?

Try reading this one and a bit page PDF

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

If you can pat yourself on the back after this
then BRAVO. If not, it's pretty easy to make a fresh start.
(Got a pen and paper?)

 

January 27th - Solicitors Online Branding Is Serious

 

Have you checked your own online "brand"
recently?

After all Googling you is the first thing
many people do when they talk to someone
new for the first time.

Try Googling yourself. What do you see?

If you aren't happy about it you are going
to have to do something.

I did it to my name and found I'm ok with the results.

I even found an article I wrote for Estate Agent Today
which has been read more than 800 times that I'd forgotten
about. http://www.estateagenttoday.co.uk/news_features/Boyd-Butler-Blog2

And if you have no online presence at all
that's great...you can create whatever brand you
want starting this week.

You can become the expert
in your town/city before the summer holidays.

Here's how http://goo.gl/Nys0n

Take a look at Sole Practitioner Paul Hajek's results
http://goo.gl/IWlKe

Paul gets more business by having a good
online personal brand. (He's getting so good
he's now even teaching others how to do it!)

Tip for employment law solicitors...

If people can get sacked because they
use Facebook and have inappropriate
photos on their profile maybe you can
offer a Social media update to your
business clients?

http://www.metro.co.uk/news/853472-facebook-photos-could-cost-teachers-careers?ITO=socialnet-twitter-button

 

January 21st - Solicitor Websites Work Better With Chat

 

How many people come to your website and leave
without calling or emailing you?

I confidently say it will be hundreds a year.

So what are you doing about it?

Perhaps you could gently encourage
people to engage with you by using chat.

Check out this short video

http://screenr.com/L0E

And if you want to add chat to your website
give Toolkit Websites a call or maybe chat
to Jack online?

 

January 19th - Solicitors That Use Video For Marketing

 

Here's a quick tip.

Google loves videos.
So do people. (They watch telly right?)

And it only takes 4 minutes from uploading
a video to getting it on to Google.

Here's the proof
http://screenr.com/3Bl

Videos do work and you don't have to
have an expensive camera and set up.

One video I did has now had
491 views and it didn't cost a penny to do.

Here it is...

http://www.youtube.com/watch?v=39f8XaH_sVE


And how about this as a way of telling a personal story...

http://goo.gl/JnvLX


I hope this has given you a few ideas about how to
use video in different ways in marketing your law firm.

If you want more details

on how I do these videos let me know.

PS are you using Skype? It's a great way to have a face
to face meeting with prospects without them having
to visit you...very convenient.

 

January 14th - 105,000 People Cannot Be Wrong

 

I was reading in BBC Wildlife about the only
animal (apart from humans) that
prepares for war through pre-combat bonding.

It's the green woohoopoe from sub-Saharan
Africa.

Before battles with other birds the leaders
preen their followers, giving them
a pep-talk at the same time and helping to build the team.

Giving pep-talks is what great human coaches do.

I know this because I used to work in football
and saw what could happen when a coach made
each player 10% better than before. Reading
FC won promotion to the Premier League with
a record points total.

But don't just
take my word for it.

(Here's what 105,000 employees said
about managers as coaches).

12 Questions You Must Ask Your Staff.

I'm not one for form-ticking appraisals.

But I think these questions help elicit
the truth. And once you have an honest
answer, you can give your honest coaching
and leadership pep-talk.

I wish I'd known this when I had 60 people
to manage. It would have made life much
better for all of us.

 

January 12th - My Predictions for 2011

 

Everyone is making predictions
about what 2011 holds.

And I thought I'd try and come up
with some new ones. But guess what?

My predictions for this year are the same as the last.

So if you have a couple of minutes have
a read and see if any of these ring a bell.

2011 Predictions are here.

 

You can probably guess my 2012 predictions too...

January 6th - Today is the day of Epiphany

Epiphany is a religious ceremony.

But today I am using it as a word to describe the

 

"sudden, intuitive perception of or insight into the reality
or essential meaning of something, usually initiated by some
simple, homely, or commonplace occurrence or experience."

And my sudden insight is this...

Remarkably 50% of solicitors have not even claimed their
 Google Places Listing.

And the essential meaning of this is that 5000 firms do
not even understand the basics of internet marketing.

I've been too wrapped up in advanced marketing to notice
that many firms cannot or will not invest even 5 minutes on
 basic maintenance.

Please, please, if you are a solicitor and you haven't checked
your Google Places listing do it today. Right this minute.

Visit this
page and I'll even show you why you need to do it
and how I can help you

 

 


 

January 3 - State of the Economy

Many people are fearful of 2011 and what it will bring.

Some people will take part in the Cycle of Doom.

You know, the one that sees you slashing costs, prices and profits.

And if you search Google for "Fear" you'll find there are 150M results.

But do you know what?

Your business is still only about three things.

1 Generating Leads

2 Converting Leads to Clients

3 Getting Clients to buy again

You just have to make sure you are going where the money is.

Because person A is still buying from person B.

Ferrari still sells out before they even make the car.

You have just got to give more value than what someone is paying you.

And make sure you are marketing to those that can afford to pay.

If you aren't doing this, change the sales and change your self to ensure you are.

Because more people search for hope than fear.

Which means you have a lot to look forward to if you can tap into this hope.

"it was the best of times and the worst of times."

The choice is yours.

December 15th - How Newsworthy Are You?

 

Publicity is FREE, powerful and will turn you into a local expert.

And your kids will love it too...

One of the best ways to get media coverage is to start sending out regular press releases to your local media.

It’s cheaper than advertising.

It’s probably going to be read by more people. And it’s powerful.

But where do you start?

The key is to think of all the things that are newsworthy.

You’d be surprised at what local media will pick up.

I've made a list of things that can get you coverage.

Click on the link below.

http://goo.gl/QTaVr

Send me your successes!

 

December 7th - Captain Compensation, NOTW style marketing


 

 

November 26th - Check your Google Preview out

  -

Here's a free book on "creating customer evangelists."

It's a series of case studies of companies that put referrals
at the heart of everything.

If you don't have a 100% referral score, and by that
I mean 100% of existing clients give you referrals you
might want to do two things.

1  Read some of this book for inspiration
2  Find out what it is you need to do to get a 100% referral score


You see, whilst last week I talked about customer lifetime value,
(the amount £'s someone spends with you over their lifetime with you)
I neglected the referral aspect.

Getting a client at break-even can be ok if you get referrals (even
if you are a one-off transaction type business).

You have to make it frictionless for someone to give you referrals
and be worthy of them. And you can only do this by finding out
who is referring you and who isn't. And having a system in place
that expects referrals and asks for them, in the right way.

And you probably should reward the referrer and referred.

Here's the book http://creatingcustomerevangelists.com/testify/testify.pdf

If you aren't being pro-active on referrals there's good news.

More money is just around the corner.

Maybe just calling your clients a week, 12 weeks and 30 weeks
after completing their case will enable you to prove you're worthy
and get those referrals. Simple but I bet 99% of firms don't do it.

PS - Thanks for the Google Magic purchases everyone!

PPS Referral Network Building - The Ultimate List

PPS A surveyor I know is aiming to get referrals from solicitors with..
"Refer Surveys To Me And If England Win The Rugby World Cup
I'll Give You 100% of My Fee!" 


Want to know how? Click here

 

February 24th - What Does Groupon Teach Solicitors?

You may have heard about Groupon.

It's a company that makes it money by sending offers to a large email opt-in list.

It profits by taking a share of the sales (25%).

It also stipulates that deals have to be 50% off normal price or some other "great" offer.

So Small and Medium Businesses (SMB’s) that use Groupon can give away 75% of the price of their product.

IS THIS A WISE THING TO DO?

All SMB's should know about customer lifetime value.

This is the key to using Groupon.

It helps you to decide what price you can afford to sell your initial service at.

Ultimately even if you lose money on your first sale, providing you have a good marketing sequence you can turn a one-off into a long term client and get referrals.

FIND, GET, KEEP AND GROW.

Groupon can do the first two. It’s up to merchants to do the last two.

What's this got to do with you?

More and more media owners are moving to pay-per-performance models.

Even major directories are going this way.

And I am doing it at the moment with solicitors and local newspapers.

Law firms just pay per each call they receive rather than for space.

You too can try this with your local media. (Ask me how).

And secondly, this is a reminder email that client liftetime value is a huge indicator of profitability.

Getting a loyal client at break even and getting systematic repeat purchases....

That's a system that's worth something.

PS Marketing sequences video one

Marketing sequences video two

PPS I'm speaking to Groupon about a client in the Body Stress Release area...

Not sure if Groupon will do a Wills offer but I'll ask them and let you know.


February 22nd - Do Your Solicitor Clients Understand What Your Service Will Be?

When someone buys something from you
do you make it absolutely clear what will happen
from that moment onwards?

The reason I ask is because if someone doesn't
know when they will receive your service and
how it is going to be delivered, they will almost
certainly have to check up with you.

This takes up your time, makes the client unhappy
and doesn't make for referrals and positive reviews.

What do you do to make sure someone understands
what it is you will deliver as a service?

I guess this is basic stuff, like answering the phone well and
making sure everyone knows the portfolio of things
you offer.

But it's often the basics that are overlooked in
life because a) people assume everyone knows and b)
most people are only really concerned about their own job.

The best thing you can do to improve how you
operate is to record all the phone calls coming in to your
firm, listen to the recordings and then ask staff to listen to them.


There'll soon be a list of things you can do to convert more
enquiries into leads and service your existing clients better.

I guarantee it.

In fact, get yourself a recording phone number
from Admeter, put it on your website, and if you don't
agree that it helps you win more business after 60 days, I'll pay
your first month's charges.

I'm an evangelist for tracking
and recording calls and with my guarantee
what do you have to lose?


February 16th -  Finding, Getting, Keeping, Growing Clients.

Here's an interview I did for www.hireyourvirtualassistant.com - feel free to watch.

February 15th - Your New Solicitor Services To Market

 

Someone complained to me the other
day that they "didn't have any new services
to market to their clients."

I asked them if every client knew about
every service they already offered?

The answer was "No".

"Then you have new services to market" I said.

Watch the video  http://screenr.com/KAA

 

February 9th - Second Opinion Services For Clients

 

I've been hearing clients talk about their
experience with solicitors.

(The beauty of call recording as research!)

Many of them have explained they are not sure if they are
getting the right service and advice.

I think this is a natural response from some clients.

They may have been expecting a different service
when they engaged their solicitor. Or they may not have
expected it to be "so expensive". Or they may have made
the wrong choice of solicitor in the first place.

Perhaps it's worth looking at making your services
"checklist-able" so that clients know exactly what
they will get.

(Make sure you add in everything you do
and when prospects ask "Why should I choose you?" you can
show them why. Think compare and contrast).


And secondly, perhaps it's worth creating a "second opinion" service
on a fixed fee that reviews other solicitor's work.

Ethically, some solicitors may not be comfortable about this.
And I know there are some that specialise in going after
other firms.

But I know there are probably a percentage of clients
that would like a non-confrontational second opinion, (and may transfer their
business over to you).

A belt and braces approach appeals to people.
So why not offer both?


How you package this is up to you. It's common practise
in many service industries to get a second opinion and
the easier you make it the easier you'll get clients.


PS Grab the No-Holds Barred, Take No Prisoners, 100% Guaranteed Training
Guide To Local Search Marketing On Google - £27 - 60 Day No Questions Asked Refund

 

February 1st - Are You A Law Firm Marketing Expert?


Are you a marketing expert?

Try reading this one and a bit page PDF

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

If you can pat yourself on the back after this
then BRAVO. If not, it's pretty easy to make a fresh start.
(Got a pen and paper?)

 

January 27th - Solicitors Online Branding Is Serious

 

Have you checked your own online "brand"
recently?

After all Googling you is the first thing
many people do when they talk to someone
new for the first time.

Try Googling yourself. What do you see?

If you aren't happy about it you are going
to have to do something.

I did it to my name and found I'm ok with the results.

I even found an article I wrote for Estate Agent Today
which has been read more than 800 times that I'd forgotten
about. http://www.estateagenttoday.co.uk/news_features/Boyd-Butler-Blog2

And if you have no online presence at all
that's great...you can create whatever brand you
want starting this week.

You can become the expert
in your town/city before the summer holidays.

Here's how http://goo.gl/Nys0n

Take a look at Sole Practitioner Paul Hajek's results
http://goo.gl/IWlKe

Paul gets more business by having a good
online personal brand. (He's getting so good
he's now even teaching others how to do it!)

Tip for employment law solicitors...

If people can get sacked because they
use Facebook and have inappropriate
photos on their profile maybe you can
offer a Social media update to your
business clients?

http://www.metro.co.uk/news/853472-facebook-photos-could-cost-teachers-careers?ITO=socialnet-twitter-button

 

January 21st - Solicitor Websites Work Better With Chat

 

How many people come to your website and leave
without calling or emailing you?

I confidently say it will be hundreds a year.

So what are you doing about it?

Perhaps you could gently encourage
people to engage with you by using chat.

Check out this short video

http://screenr.com/L0E

And if you want to add chat to your website
give Toolkit Websites a call or maybe chat
to Jack online?

 

January 19th - Solicitors That Use Video For Marketing

 

Here's a quick tip.

Google loves videos.
So do people. (They watch telly right?)

And it only takes 4 minutes from uploading
a video to getting it on to Google.

Here's the proof
http://screenr.com/3Bl

Videos do work and you don't have to
have an expensive camera and set up.

One video I did has now had
491 views and it didn't cost a penny to do.

Here it is...

http://www.youtube.com/watch?v=39f8XaH_sVE


And how about this as a way of telling a personal story...

http://goo.gl/JnvLX


I hope this has given you a few ideas about how to
use video in different ways in marketing your law firm.

If you want more details

on how I do these videos let me know.

PS are you using Skype? It's a great way to have a face
to face meeting with prospects without them having
to visit you...very convenient.

 

January 14th - 105,000 People Cannot Be Wrong

 

I was reading in BBC Wildlife about the only
animal (apart from humans) that
prepares for war through pre-combat bonding.

It's the green woohoopoe from sub-Saharan
Africa.

Before battles with other birds the leaders
preen their followers, giving them
a pep-talk at the same time and helping to build the team.

Giving pep-talks is what great human coaches do.

I know this because I used to work in football
and saw what could happen when a coach made
each player 10% better than before. Reading
FC won promotion to the Premier League with
a record points total.

But don't just
take my word for it.

(Here's what 105,000 employees said
about managers as coaches).

12 Questions You Must Ask Your Staff.

I'm not one for form-ticking appraisals.

But I think these questions help elicit
the truth. And once you have an honest
answer, you can give your honest coaching
and leadership pep-talk.

I wish I'd known this when I had 60 people
to manage. It would have made life much
better for all of us.

 

January 12th - My Predictions for 2011

 

Everyone is making predictions
about what 2011 holds.

And I thought I'd try and come up
with some new ones. But guess what?

My predictions for this year are the same as the last.

So if you have a couple of minutes have
a read and see if any of these ring a bell.

2011 Predictions are here.

 

You can probably guess my 2012 predictions too...

January 6th - Today is the day of Epiphany

Epiphany is a religious ceremony.

But today I am using it as a word to describe the

 

"sudden, intuitive perception of or insight into the reality
or essential meaning of something, usually initiated by some
simple, homely, or commonplace occurrence or experience."

And my sudden insight is this...

Remarkably 50% of solicitors have not even claimed their
 Google Places Listing.

And the essential meaning of this is that 5000 firms do
not even understand the basics of internet marketing.

I've been too wrapped up in advanced marketing to notice
that many firms cannot or will not invest even 5 minutes on
 basic maintenance.

Please, please, if you are a solicitor and you haven't checked
your Google Places listing do it today. Right this minute.

Visit this
page and I'll even show you why you need to do it
and how I can help you

 

 


 

January 3 - State of the Economy

Many people are fearful of 2011 and what it will bring.

Some people will take part in the Cycle of Doom.

You know, the one that sees you slashing costs, prices and profits.

And if you search Google for "Fear" you'll find there are 150M results.

But do you know what?

Your business is still only about three things.

1 Generating Leads

2 Converting Leads to Clients

3 Getting Clients to buy again

You just have to make sure you are going where the money is.

Because person A is still buying from person B.

Ferrari still sells out before they even make the car.

You have just got to give more value than what someone is paying you.

And make sure you are marketing to those that can afford to pay.

If you aren't doing this, change the sales and change your self to ensure you are.

Because more people search for hope than fear.

Which means you have a lot to look forward to if you can tap into this hope.

"it was the best of times and the worst of times."

The choice is yours.

December 15th - How Newsworthy Are You?

 

Publicity is FREE, powerful and will turn you into a local expert.

And your kids will love it too...

One of the best ways to get media coverage is to start sending out regular press releases to your local media.

It’s cheaper than advertising.

It’s probably going to be read by more people. And it’s powerful.

But where do you start?

The key is to think of all the things that are newsworthy.

You’d be surprised at what local media will pick up.

I've made a list of things that can get you coverage.

Click on the link below.

http://goo.gl/QTaVr

Send me your successes!

 

December 7th - Captain Compensation, NOTW style marketing


 

 

November 26th - Check your Google Preview out

  -

Here's a free book on "creating customer evangelists."

It's a series of case studies of companies that put referrals
at the heart of everything.

If you don't have a 100% referral score, and by that
I mean 100% of existing clients give you referrals you
might want to do two things.

1  Read some of this book for inspiration
2  Find out what it is you need to do to get a 100% referral score


You see, whilst last week I talked about customer lifetime value,
(the amount £'s someone spends with you over their lifetime with you)
I neglected the referral aspect.

Getting a client at break-even can be ok if you get referrals (even
if you are a one-off transaction type business).

You have to make it frictionless for someone to give you referrals
and be worthy of them. And you can only do this by finding out
who is referring you and who isn't. And having a system in place
that expects referrals and asks for them, in the right way.

And you probably should reward the referrer and referred.

Here's the book http://creatingcustomerevangelists.com/testify/testify.pdf

If you aren't being pro-active on referrals there's good news.

More money is just around the corner.

Maybe just calling your clients a week, 12 weeks and 30 weeks
after completing their case will enable you to prove you're worthy
and get those referrals. Simple but I bet 99% of firms don't do it.

PS - Thanks for the Google Magic purchases everyone!

PPS Referral Network Building - The Ultimate List

PPS A surveyor I know is aiming to get referrals from solicitors with..
"Refer Surveys To Me And If England Win The Rugby World Cup
I'll Give You 100% of My Fee!" 


Want to know how? Click here

 

February 24th - What Does Groupon Teach Solicitors?

You may have heard about Groupon.

It's a company that makes it money by sending offers to a large email opt-in list.

It profits by taking a share of the sales (25%).

It also stipulates that deals have to be 50% off normal price or some other "great" offer.

So Small and Medium Businesses (SMB’s) that use Groupon can give away 75% of the price of their product.

IS THIS A WISE THING TO DO?

All SMB's should know about customer lifetime value.

This is the key to using Groupon.

It helps you to decide what price you can afford to sell your initial service at.

Ultimately even if you lose money on your first sale, providing you have a good marketing sequence you can turn a one-off into a long term client and get referrals.

FIND, GET, KEEP AND GROW.

Groupon can do the first two. It’s up to merchants to do the last two.

What's this got to do with you?

More and more media owners are moving to pay-per-performance models.

Even major directories are going this way.

And I am doing it at the moment with solicitors and local newspapers.

Law firms just pay per each call they receive rather than for space.

You too can try this with your local media. (Ask me how).

And secondly, this is a reminder email that client liftetime value is a huge indicator of profitability.

Getting a loyal client at break even and getting systematic repeat purchases....

That's a system that's worth something.

PS Marketing sequences video one

Marketing sequences video two

PPS I'm speaking to Groupon about a client in the Body Stress Release area...

Not sure if Groupon will do a Wills offer but I'll ask them and let you know.


February 22nd - Do Your Solicitor Clients Understand What Your Service Will Be?

When someone buys something from you
do you make it absolutely clear what will happen
from that moment onwards?

The reason I ask is because if someone doesn't
know when they will receive your service and
how it is going to be delivered, they will almost
certainly have to check up with you.

This takes up your time, makes the client unhappy
and doesn't make for referrals and positive reviews.

What do you do to make sure someone understands
what it is you will deliver as a service?

I guess this is basic stuff, like answering the phone well and
making sure everyone knows the portfolio of things
you offer.

But it's often the basics that are overlooked in
life because a) people assume everyone knows and b)
most people are only really concerned about their own job.

The best thing you can do to improve how you
operate is to record all the phone calls coming in to your
firm, listen to the recordings and then ask staff to listen to them.


There'll soon be a list of things you can do to convert more
enquiries into leads and service your existing clients better.

I guarantee it.

In fact, get yourself a recording phone number
from Admeter, put it on your website, and if you don't
agree that it helps you win more business after 60 days, I'll pay
your first month's charges.

I'm an evangelist for tracking
and recording calls and with my guarantee
what do you have to lose?


February 16th -  Finding, Getting, Keeping, Growing Clients.

Here's an interview I did for www.hireyourvirtualassistant.com - feel free to watch.

February 15th - Your New Solicitor Services To Market

 

Someone complained to me the other
day that they "didn't have any new services
to market to their clients."

I asked them if every client knew about
every service they already offered?

The answer was "No".

"Then you have new services to market" I said.

Watch the video  http://screenr.com/KAA

 

February 9th - Second Opinion Services For Clients

 

I've been hearing clients talk about their
experience with solicitors.

(The beauty of call recording as research!)

Many of them have explained they are not sure if they are
getting the right service and advice.

I think this is a natural response from some clients.

They may have been expecting a different service
when they engaged their solicitor. Or they may not have
expected it to be "so expensive". Or they may have made
the wrong choice of solicitor in the first place.

Perhaps it's worth looking at making your services
"checklist-able" so that clients know exactly what
they will get.

(Make sure you add in everything you do
and when prospects ask "Why should I choose you?" you can
show them why. Think compare and contrast).


And secondly, perhaps it's worth creating a "second opinion" service
on a fixed fee that reviews other solicitor's work.

Ethically, some solicitors may not be comfortable about this.
And I know there are some that specialise in going after
other firms.

But I know there are probably a percentage of clients
that would like a non-confrontational second opinion, (and may transfer their
business over to you).

A belt and braces approach appeals to people.
So why not offer both?


How you package this is up to you. It's common practise
in many service industries to get a second opinion and
the easier you make it the easier you'll get clients.


PS Grab the No-Holds Barred, Take No Prisoners, 100% Guaranteed Training
Guide To Local Search Marketing On Google - £27 - 60 Day No Questions Asked Refund

 

February 1st - Are You A Law Firm Marketing Expert?


Are you a marketing expert?

Try reading this one and a bit page PDF

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

If you can pat yourself on the back after this
then BRAVO. If not, it's pretty easy to make a fresh start.
(Got a pen and paper?)

 

January 27th - Solicitors Online Branding Is Serious

 

Have you checked your own online "brand"
recently?

After all Googling you is the first thing
many people do when they talk to someone
new for the first time.

Try Googling yourself. What do you see?

If you aren't happy about it you are going
to have to do something.

I did it to my name and found I'm ok with the results.

I even found an article I wrote for Estate Agent Today
which has been read more than 800 times that I'd forgotten
about. http://www.estateagenttoday.co.uk/news_features/Boyd-Butler-Blog2

And if you have no online presence at all
that's great...you can create whatever brand you
want starting this week.

You can become the expert
in your town/city before the summer holidays.

Here's how http://goo.gl/Nys0n

Take a look at Sole Practitioner Paul Hajek's results
http://goo.gl/IWlKe

Paul gets more business by having a good
online personal brand. (He's getting so good
he's now even teaching others how to do it!)

Tip for employment law solicitors...

If people can get sacked because they
use Facebook and have inappropriate
photos on their profile maybe you can
offer a Social media update to your
business clients?

http://www.metro.co.uk/news/853472-facebook-photos-could-cost-teachers-careers?ITO=socialnet-twitter-button

 

January 21st - Solicitor Websites Work Better With Chat

 

How many people come to your website and leave
without calling or emailing you?

I confidently say it will be hundreds a year.

So what are you doing about it?

Perhaps you could gently encourage
people to engage with you by using chat.

Check out this short video

http://screenr.com/L0E

And if you want to add chat to your website
give Toolkit Websites a call or maybe chat
to Jack online?

 

January 19th - Solicitors That Use Video For Marketing

 

Here's a quick tip.

Google loves videos.
So do people. (They watch telly right?)

And it only takes 4 minutes from uploading
a video to getting it on to Google.

Here's the proof
http://screenr.com/3Bl

Videos do work and you don't have to
have an expensive camera and set up.

One video I did has now had
491 views and it didn't cost a penny to do.

Here it is...

http://www.youtube.com/watch?v=39f8XaH_sVE


And how about this as a way of telling a personal story...

http://goo.gl/JnvLX


I hope this has given you a few ideas about how to
use video in different ways in marketing your law firm.

If you want more details

on how I do these videos let me know.

PS are you using Skype? It's a great way to have a face
to face meeting with prospects without them having
to visit you...very convenient.

 

January 14th - 105,000 People Cannot Be Wrong

 

I was reading in BBC Wildlife about the only
animal (apart from humans) that
prepares for war through pre-combat bonding.

It's the green woohoopoe from sub-Saharan
Africa.

Before battles with other birds the leaders
preen their followers, giving them
a pep-talk at the same time and helping to build the team.

Giving pep-talks is what great human coaches do.

I know this because I used to work in football
and saw what could happen when a coach made
each player 10% better than before. Reading
FC won promotion to the Premier League with
a record points total.

But don't just
take my word for it.

(Here's what 105,000 employees said
about managers as coaches).

12 Questions You Must Ask Your Staff.

I'm not one for form-ticking appraisals.

But I think these questions help elicit
the truth. And once you have an honest
answer, you can give your honest coaching
and leadership pep-talk.

I wish I'd known this when I had 60 people
to manage. It would have made life much
better for all of us.

 

January 12th - My Predictions for 2011

 

Everyone is making predictions
about what 2011 holds.

And I thought I'd try and come up
with some new ones. But guess what?

My predictions for this year are the same as the last.

So if you have a couple of minutes have
a read and see if any of these ring a bell.

2011 Predictions are here.

 

You can probably guess my 2012 predictions too...

January 6th - Today is the day of Epiphany

Epiphany is a religious ceremony.

But today I am using it as a word to describe the

 

"sudden, intuitive perception of or insight into the reality
or essential meaning of something, usually initiated by some
simple, homely, or commonplace occurrence or experience."

And my sudden insight is this...

Remarkably 50% of solicitors have not even claimed their
 Google Places Listing.

And the essential meaning of this is that 5000 firms do
not even understand the basics of internet marketing.

I've been too wrapped up in advanced marketing to notice
that many firms cannot or will not invest even 5 minutes on
 basic maintenance.

Please, please, if you are a solicitor and you haven't checked
your Google Places listing do it today. Right this minute.

Visit this
page and I'll even show you why you need to do it
and how I can help you

 

 


 

January 3 - State of the Economy

Many people are fearful of 2011 and what it will bring.

Some people will take part in the Cycle of Doom.

You know, the one that sees you slashing costs, prices and profits.

And if you search Google for "Fear" you'll find there are 150M results.

But do you know what?

Your business is still only about three things.

1 Generating Leads

2 Converting Leads to Clients

3 Getting Clients to buy again

You just have to make sure you are going where the money is.

Because person A is still buying from person B.

Ferrari still sells out before they even make the car.

You have just got to give more value than what someone is paying you.

And make sure you are marketing to those that can afford to pay.

If you aren't doing this, change the sales and change your self to ensure you are.

Because more people search for hope than fear.

Which means you have a lot to look forward to if you can tap into this hope.

"it was the best of times and the worst of times."

The choice is yours.

December 15th - How Newsworthy Are You?

 

Publicity is FREE, powerful and will turn you into a local expert.

And your kids will love it too...

One of the best ways to get media coverage is to start sending out regular press releases to your local media.

It’s cheaper than advertising.

It’s probably going to be read by more people. And it’s powerful.

But where do you start?

The key is to think of all the things that are newsworthy.

You’d be surprised at what local media will pick up.

I've made a list of things that can get you coverage.

Click on the link below.

http://goo.gl/QTaVr

Send me your successes!

 

December 7th - Captain Compensation, NOTW style marketing


 

 

November 26th - Check your Google Preview out

  -

Here's a free book on "creating customer evangelists."

It's a series of case studies of companies that put referrals
at the heart of everything.

If you don't have a 100% referral score, and by that
I mean 100% of existing clients give you referrals you
might want to do two things.

1  Read some of this book for inspiration
2  Find out what it is you need to do to get a 100% referral score


You see, whilst last week I talked about customer lifetime value,
(the amount £'s someone spends with you over their lifetime with you)
I neglected the referral aspect.

Getting a client at break-even can be ok if you get referrals (even
if you are a one-off transaction type business).

You have to make it frictionless for someone to give you referrals
and be worthy of them. And you can only do this by finding out
who is referring you and who isn't. And having a system in place
that expects referrals and asks for them, in the right way.

And you probably should reward the referrer and referred.

Here's the book http://creatingcustomerevangelists.com/testify/testify.pdf

If you aren't being pro-active on referrals there's good news.

More money is just around the corner.

Maybe just calling your clients a week, 12 weeks and 30 weeks
after completing their case will enable you to prove you're worthy
and get those referrals. Simple but I bet 99% of firms don't do it.

PS - Thanks for the Google Magic purchases everyone!

PPS Referral Network Building - The Ultimate List

PPS A surveyor I know is aiming to get referrals from solicitors with..
"Refer Surveys To Me And If England Win The Rugby World Cup
I'll Give You 100% of My Fee!" 


Want to know how? Click here

 

February 24th - What Does Groupon Teach Solicitors?

You may have heard about Groupon.

It's a company that makes it money by sending offers to a large email opt-in list.

It profits by taking a share of the sales (25%).

It also stipulates that deals have to be 50% off normal price or some other "great" offer.

So Small and Medium Businesses (SMB’s) that use Groupon can give away 75% of the price of their product.

IS THIS A WISE THING TO DO?

All SMB's should know about customer lifetime value.

This is the key to using Groupon.

It helps you to decide what price you can afford to sell your initial service at.

Ultimately even if you lose money on your first sale, providing you have a good marketing sequence you can turn a one-off into a long term client and get referrals.

FIND, GET, KEEP AND GROW.

Groupon can do the first two. It’s up to merchants to do the last two.

What's this got to do with you?

More and more media owners are moving to pay-per-performance models.

Even major directories are going this way.

And I am doing it at the moment with solicitors and local newspapers.

Law firms just pay per each call they receive rather than for space.

You too can try this with your local media. (Ask me how).

And secondly, this is a reminder email that client liftetime value is a huge indicator of profitability.

Getting a loyal client at break even and getting systematic repeat purchases....

That's a system that's worth something.

PS Marketing sequences video one

Marketing sequences video two

PPS I'm speaking to Groupon about a client in the Body Stress Release area...

Not sure if Groupon will do a Wills offer but I'll ask them and let you know.


February 22nd - Do Your Solicitor Clients Understand What Your Service Will Be?

When someone buys something from you
do you make it absolutely clear what will happen
from that moment onwards?

The reason I ask is because if someone doesn't
know when they will receive your service and
how it is going to be delivered, they will almost
certainly have to check up with you.

This takes up your time, makes the client unhappy
and doesn't make for referrals and positive reviews.

What do you do to make sure someone understands
what it is you will deliver as a service?

I guess this is basic stuff, like answering the phone well and
making sure everyone knows the portfolio of things
you offer.

But it's often the basics that are overlooked in
life because a) people assume everyone knows and b)
most people are only really concerned about their own job.

The best thing you can do to improve how you
operate is to record all the phone calls coming in to your
firm, listen to the recordings and then ask staff to listen to them.


There'll soon be a list of things you can do to convert more
enquiries into leads and service your existing clients better.

I guarantee it.

In fact, get yourself a recording phone number
from Admeter, put it on your website, and if you don't
agree that it helps you win more business after 60 days, I'll pay
your first month's charges.

I'm an evangelist for tracking
and recording calls and with my guarantee
what do you have to lose?


February 16th -  Finding, Getting, Keeping, Growing Clients.

Here's an interview I did for www.hireyourvirtualassistant.com - feel free to watch.

February 15th - Your New Solicitor Services To Market

 

Someone complained to me the other
day that they "didn't have any new services
to market to their clients."

I asked them if every client knew about
every service they already offered?

The answer was "No".

"Then you have new services to market" I said.

Watch the video  http://screenr.com/KAA

 

February 9th - Second Opinion Services For Clients

 

I've been hearing clients talk about their
experience with solicitors.

(The beauty of call recording as research!)

Many of them have explained they are not sure if they are
getting the right service and advice.

I think this is a natural response from some clients.

They may have been expecting a different service
when they engaged their solicitor. Or they may not have
expected it to be "so expensive". Or they may have made
the wrong choice of solicitor in the first place.

Perhaps it's worth looking at making your services
"checklist-able" so that clients know exactly what
they will get.

(Make sure you add in everything you do
and when prospects ask "Why should I choose you?" you can
show them why. Think compare and contrast).


And secondly, perhaps it's worth creating a "second opinion" service
on a fixed fee that reviews other solicitor's work.

Ethically, some solicitors may not be comfortable about this.
And I know there are some that specialise in going after
other firms.

But I know there are probably a percentage of clients
that would like a non-confrontational second opinion, (and may transfer their
business over to you).

A belt and braces approach appeals to people.
So why not offer both?


How you package this is up to you. It's common practise
in many service industries to get a second opinion and
the easier you make it the easier you'll get clients.


PS Grab the No-Holds Barred, Take No Prisoners, 100% Guaranteed Training
Guide To Local Search Marketing On Google - £27 - 60 Day No Questions Asked Refund

 

February 1st - Are You A Law Firm Marketing Expert?


Are you a marketing expert?

Try reading this one and a bit page PDF

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

If you can pat yourself on the back after this
then BRAVO. If not, it's pretty easy to make a fresh start.
(Got a pen and paper?)

 

January 27th - Solicitors Online Branding Is Serious

 

Have you checked your own online "brand"
recently?

After all Googling you is the first thing
many people do when they talk to someone
new for the first time.

Try Googling yourself. What do you see?

If you aren't happy about it you are going
to have to do something.

I did it to my name and found I'm ok with the results.

I even found an article I wrote for Estate Agent Today
which has been read more than 800 times that I'd forgotten
about. http://www.estateagenttoday.co.uk/news_features/Boyd-Butler-Blog2

And if you have no online presence at all
that's great...you can create whatever brand you
want starting this week.

You can become the expert
in your town/city before the summer holidays.

Here's how http://goo.gl/Nys0n

Take a look at Sole Practitioner Paul Hajek's results
http://goo.gl/IWlKe

Paul gets more business by having a good
online personal brand. (He's getting so good
he's now even teaching others how to do it!)

Tip for employment law solicitors...

If people can get sacked because they
use Facebook and have inappropriate
photos on their profile maybe you can
offer a Social media update to your
business clients?

http://www.metro.co.uk/news/853472-facebook-photos-could-cost-teachers-careers?ITO=socialnet-twitter-button

 

January 21st - Solicitor Websites Work Better With Chat

 

How many people come to your website and leave
without calling or emailing you?

I confidently say it will be hundreds a year.

So what are you doing about it?

Perhaps you could gently encourage
people to engage with you by using chat.

Check out this short video

http://screenr.com/L0E

And if you want to add chat to your website
give Toolkit Websites a call or maybe chat
to Jack online?

 

January 19th - Solicitors That Use Video For Marketing

 

Here's a quick tip.

Google loves videos.
So do people. (They watch telly right?)

And it only takes 4 minutes from uploading
a video to getting it on to Google.

Here's the proof
http://screenr.com/3Bl

Videos do work and you don't have to
have an expensive camera and set up.

One video I did has now had
491 views and it didn't cost a penny to do.

Here it is...

http://www.youtube.com/watch?v=39f8XaH_sVE


And how about this as a way of telling a personal story...

http://goo.gl/JnvLX


I hope this has given you a few ideas about how to
use video in different ways in marketing your law firm.

If you want more details

on how I do these videos let me know.

PS are you using Skype? It's a great way to have a face
to face meeting with prospects without them having
to visit you...very convenient.

 

January 14th - 105,000 People Cannot Be Wrong

 

I was reading in BBC Wildlife about the only
animal (apart from humans) that
prepares for war through pre-combat bonding.

It's the green woohoopoe from sub-Saharan
Africa.

Before battles with other birds the leaders
preen their followers, giving them
a pep-talk at the same time and helping to build the team.

Giving pep-talks is what great human coaches do.

I know this because I used to work in football
and saw what could happen when a coach made
each player 10% better than before. Reading
FC won promotion to the Premier League with
a record points total.

But don't just
take my word for it.

(Here's what 105,000 employees said
about managers as coaches).

12 Questions You Must Ask Your Staff.

I'm not one for form-ticking appraisals.

But I think these questions help elicit
the truth. And once you have an honest
answer, you can give your honest coaching
and leadership pep-talk.

I wish I'd known this when I had 60 people
to manage. It would have made life much
better for all of us.

 

January 12th - My Predictions for 2011

 

Everyone is making predictions
about what 2011 holds.

And I thought I'd try and come up
with some new ones. But guess what?

My predictions for this year are the same as the last.

So if you have a couple of minutes have
a read and see if any of these ring a bell.

2011 Predictions are here.

 

You can probably guess my 2012 predictions too...

January 6th - Today is the day of Epiphany

Epiphany is a religious ceremony.

But today I am using it as a word to describe the

 

"sudden, intuitive perception of or insight into the reality
or essential meaning of something, usually initiated by some
simple, homely, or commonplace occurrence or experience."

And my sudden insight is this...

Remarkably 50% of solicitors have not even claimed their
 Google Places Listing.

And the essential meaning of this is that 5000 firms do
not even understand the basics of internet marketing.

I've been too wrapped up in advanced marketing to notice
that many firms cannot or will not invest even 5 minutes on
 basic maintenance.

Please, please, if you are a solicitor and you haven't checked
your Google Places listing do it today. Right this minute.

Visit this
page and I'll even show you why you need to do it
and how I can help you

 

 


 

January 3 - State of the Economy

Many people are fearful of 2011 and what it will bring.

Some people will take part in the Cycle of Doom.

You know, the one that sees you slashing costs, prices and profits.

And if you search Google for "Fear" you'll find there are 150M results.

But do you know what?

Your business is still only about three things.

1 Generating Leads

2 Converting Leads to Clients

3 Getting Clients to buy again

You just have to make sure you are going where the money is.

Because person A is still buying from person B.

Ferrari still sells out before they even make the car.

You have just got to give more value than what someone is paying you.

And make sure you are marketing to those that can afford to pay.

If you aren't doing this, change the sales and change your self to ensure you are.

Because more people search for hope than fear.

Which means you have a lot to look forward to if you can tap into this hope.

"it was the best of times and the worst of times."

The choice is yours.

December 15th - How Newsworthy Are You?

 

Publicity is FREE, powerful and will turn you into a local expert.

And your kids will love it too...

One of the best ways to get media coverage is to start sending out regular press releases to your local media.

It’s cheaper than advertising.

It’s probably going to be read by more people. And it’s powerful.

But where do you start?

The key is to think of all the things that are newsworthy.

You’d be surprised at what local media will pick up.

I've made a list of things that can get you coverage.

Click on the link below.

http://goo.gl/QTaVr

Send me your successes!

 

December 7th - Captain Compensation, NOTW style marketing


 

 

November 26th - Check your Google Preview out

  -

Here's a free book on "creating customer evangelists."

It's a series of case studies of companies that put referrals
at the heart of everything.

If you don't have a 100% referral score, and by that
I mean 100% of existing clients give you referrals you
might want to do two things.

1  Read some of this book for inspiration
2  Find out what it is you need to do to get a 100% referral score


You see, whilst last week I talked about customer lifetime value,
(the amount £'s someone spends with you over their lifetime with you)
I neglected the referral aspect.

Getting a client at break-even can be ok if you get referrals (even
if you are a one-off transaction type business).

You have to make it frictionless for someone to give you referrals
and be worthy of them. And you can only do this by finding out
who is referring you and who isn't. And having a system in place
that expects referrals and asks for them, in the right way.

And you probably should reward the referrer and referred.

Here's the book http://creatingcustomerevangelists.com/testify/testify.pdf

If you aren't being pro-active on referrals there's good news.

More money is just around the corner.

Maybe just calling your clients a week, 12 weeks and 30 weeks
after completing their case will enable you to prove you're worthy
and get those referrals. Simple but I bet 99% of firms don't do it.

PS - Thanks for the Google Magic purchases everyone!

PPS Referral Network Building - The Ultimate List

PPS A surveyor I know is aiming to get referrals from solicitors with..
"Refer Surveys To Me And If England Win The Rugby World Cup
I'll Give You 100% of My Fee!" 


Want to know how? Click here

 

February 24th - What Does Groupon Teach Solicitors?

You may have heard about Groupon.

It's a company that makes it money by sending offers to a large email opt-in list.

It profits by taking a share of the sales (25%).

It also stipulates that deals have to be 50% off normal price or some other "great" offer.

So Small and Medium Businesses (SMB’s) that use Groupon can give away 75% of the price of their product.

IS THIS A WISE THING TO DO?

All SMB's should know about customer lifetime value.

This is the key to using Groupon.

It helps you to decide what price you can afford to sell your initial service at.

Ultimately even if you lose money on your first sale, providing you have a good marketing sequence you can turn a one-off into a long term client and get referrals.

FIND, GET, KEEP AND GROW.

Groupon can do the first two. It’s up to merchants to do the last two.

What's this got to do with you?

More and more media owners are moving to pay-per-performance models.

Even major directories are going this way.

And I am doing it at the moment with solicitors and local newspapers.

Law firms just pay per each call they receive rather than for space.

You too can try this with your local media. (Ask me how).

And secondly, this is a reminder email that client liftetime value is a huge indicator of profitability.

Getting a loyal client at break even and getting systematic repeat purchases....

That's a system that's worth something.

PS Marketing sequences video one

Marketing sequences video two

PPS I'm speaking to Groupon about a client in the Body Stress Release area...

Not sure if Groupon will do a Wills offer but I'll ask them and let you know.


February 22nd - Do Your Solicitor Clients Understand What Your Service Will Be?

When someone buys something from you
do you make it absolutely clear what will happen
from that moment onwards?

The reason I ask is because if someone doesn't
know when they will receive your service and
how it is going to be delivered, they will almost
certainly have to check up with you.

This takes up your time, makes the client unhappy
and doesn't make for referrals and positive reviews.

What do you do to make sure someone understands
what it is you will deliver as a service?

I guess this is basic stuff, like answering the phone well and
making sure everyone knows the portfolio of things
you offer.

But it's often the basics that are overlooked in
life because a) people assume everyone knows and b)
most people are only really concerned about their own job.

The best thing you can do to improve how you
operate is to record all the phone calls coming in to your
firm, listen to the recordings and then ask staff to listen to them.


There'll soon be a list of things you can do to convert more
enquiries into leads and service your existing clients better.

I guarantee it.

In fact, get yourself a recording phone number
from Admeter, put it on your website, and if you don't
agree that it helps you win more business after 60 days, I'll pay
your first month's charges.

I'm an evangelist for tracking
and recording calls and with my guarantee
what do you have to lose?


February 16th -  Finding, Getting, Keeping, Growing Clients.

Here's an interview I did for www.hireyourvirtualassistant.com - feel free to watch.

February 15th - Your New Solicitor Services To Market

 

Someone complained to me the other
day that they "didn't have any new services
to market to their clients."

I asked them if every client knew about
every service they already offered?

The answer was "No".

"Then you have new services to market" I said.

Watch the video  http://screenr.com/KAA

 

February 9th - Second Opinion Services For Clients

 

I've been hearing clients talk about their
experience with solicitors.

(The beauty of call recording as research!)

Many of them have explained they are not sure if they are
getting the right service and advice.

I think this is a natural response from some clients.

They may have been expecting a different service
when they engaged their solicitor. Or they may not have
expected it to be "so expensive". Or they may have made
the wrong choice of solicitor in the first place.

Perhaps it's worth looking at making your services
"checklist-able" so that clients know exactly what
they will get.

(Make sure you add in everything you do
and when prospects ask "Why should I choose you?" you can
show them why. Think compare and contrast).


And secondly, perhaps it's worth creating a "second opinion" service
on a fixed fee that reviews other solicitor's work.

Ethically, some solicitors may not be comfortable about this.
And I know there are some that specialise in going after
other firms.

But I know there are probably a percentage of clients
that would like a non-confrontational second opinion, (and may transfer their
business over to you).

A belt and braces approach appeals to people.
So why not offer both?


How you package this is up to you. It's common practise
in many service industries to get a second opinion and
the easier you make it the easier you'll get clients.


PS Grab the No-Holds Barred, Take No Prisoners, 100% Guaranteed Training
Guide To Local Search Marketing On Google - £27 - 60 Day No Questions Asked Refund

 

February 1st - Are You A Law Firm Marketing Expert?


Are you a marketing expert?

Try reading this one and a bit page PDF

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

If you can pat yourself on the back after this
then BRAVO. If not, it's pretty easy to make a fresh start.
(Got a pen and paper?)

 

January 27th - Solicitors Online Branding Is Serious

 

Have you checked your own online "brand"
recently?

After all Googling you is the first thing
many people do when they talk to someone
new for the first time.

Try Googling yourself. What do you see?

If you aren't happy about it you are going
to have to do something.

I did it to my name and found I'm ok with the results.

I even found an article I wrote for Estate Agent Today
which has been read more than 800 times that I'd forgotten
about. http://www.estateagenttoday.co.uk/news_features/Boyd-Butler-Blog2

And if you have no online presence at all
that's great...you can create whatever brand you
want starting this week.

You can become the expert
in your town/city before the summer holidays.

Here's how http://goo.gl/Nys0n

Take a look at Sole Practitioner Paul Hajek's results
http://goo.gl/IWlKe

Paul gets more business by having a good
online personal brand. (He's getting so good
he's now even teaching others how to do it!)

Tip for employment law solicitors...

If people can get sacked because they
use Facebook and have inappropriate
photos on their profile maybe you can
offer a Social media update to your
business clients?

http://www.metro.co.uk/news/853472-facebook-photos-could-cost-teachers-careers?ITO=socialnet-twitter-button

 

January 21st - Solicitor Websites Work Better With Chat

 

How many people come to your website and leave
without calling or emailing you?

I confidently say it will be hundreds a year.

So what are you doing about it?

Perhaps you could gently encourage
people to engage with you by using chat.

Check out this short video

http://screenr.com/L0E

And if you want to add chat to your website
give Toolkit Websites a call or maybe chat
to Jack online?

 

January 19th - Solicitors That Use Video For Marketing

 

Here's a quick tip.

Google loves videos.
So do people. (They watch telly right?)

And it only takes 4 minutes from uploading
a video to getting it on to Google.

Here's the proof
http://screenr.com/3Bl

Videos do work and you don't have to
have an expensive camera and set up.

One video I did has now had
491 views and it didn't cost a penny to do.

Here it is...

http://www.youtube.com/watch?v=39f8XaH_sVE


And how about this as a way of telling a personal story...

http://goo.gl/JnvLX


I hope this has given you a few ideas about how to
use video in different ways in marketing your law firm.

If you want more details

on how I do these videos let me know.

PS are you using Skype? It's a great way to have a face
to face meeting with prospects without them having
to visit you...very convenient.

 

January 14th - 105,000 People Cannot Be Wrong

 

I was reading in BBC Wildlife about the only
animal (apart from humans) that
prepares for war through pre-combat bonding.

It's the green woohoopoe from sub-Saharan
Africa.

Before battles with other birds the leaders
preen their followers, giving them
a pep-talk at the same time and helping to build the team.

Giving pep-talks is what great human coaches do.

I know this because I used to work in football
and saw what could happen when a coach made
each player 10% better than before. Reading
FC won promotion to the Premier League with
a record points total.

But don't just
take my word for it.

(Here's what 105,000 employees said
about managers as coaches).

12 Questions You Must Ask Your Staff.

I'm not one for form-ticking appraisals.

But I think these questions help elicit
the truth. And once you have an honest
answer, you can give your honest coaching
and leadership pep-talk.

I wish I'd known this when I had 60 people
to manage. It would have made life much
better for all of us.

 

January 12th - My Predictions for 2011

 

Everyone is making predictions
about what 2011 holds.

And I thought I'd try and come up
with some new ones. But guess what?

My predictions for this year are the same as the last.

So if you have a couple of minutes have
a read and see if any of these ring a bell.

2011 Predictions are here.

 

You can probably guess my 2012 predictions too...

January 6th - Today is the day of Epiphany

Epiphany is a religious ceremony.

But today I am using it as a word to describe the

 

"sudden, intuitive perception of or insight into the reality
or essential meaning of something, usually initiated by some
simple, homely, or commonplace occurrence or experience."

And my sudden insight is this...

Remarkably 50% of solicitors have not even claimed their
 Google Places Listing.

And the essential meaning of this is that 5000 firms do
not even understand the basics of internet marketing.

I've been too wrapped up in advanced marketing to notice
that many firms cannot or will not invest even 5 minutes on
 basic maintenance.

Please, please, if you are a solicitor and you haven't checked
your Google Places listing do it today. Right this minute.

Visit this
page and I'll even show you why you need to do it
and how I can help you

 

 


 

January 3 - State of the Economy

Many people are fearful of 2011 and what it will bring.

Some people will take part in the Cycle of Doom.

You know, the one that sees you slashing costs, prices and profits.

And if you search Google for "Fear" you'll find there are 150M results.

But do you know what?

Your business is still only about three things.

1 Generating Leads

2 Converting Leads to Clients

3 Getting Clients to buy again

You just have to make sure you are going where the money is.

Because person A is still buying from person B.

Ferrari still sells out before they even make the car.

You have just got to give more value than what someone is paying you.

And make sure you are marketing to those that can afford to pay.

If you aren't doing this, change the sales and change your self to ensure you are.

Because more people search for hope than fear.

Which means you have a lot to look forward to if you can tap into this hope.

"it was the best of times and the worst of times."

The choice is yours.

December 15th - How Newsworthy Are You?

 

Publicity is FREE, powerful and will turn you into a local expert.

And your kids will love it too...

One of the best ways to get media coverage is to start sending out regular press releases to your local media.

It’s cheaper than advertising.

It’s probably going to be read by more people. And it’s powerful.

But where do you start?

The key is to think of all the things that are newsworthy.

You’d be surprised at what local media will pick up.

I've made a list of things that can get you coverage.

Click on the link below.

http://goo.gl/QTaVr

Send me your successes!

 

December 7th - Captain Compensation, NOTW style marketing


 

 

November 26th - Check your Google Preview out

  -

Here's a free book on "creating customer evangelists."

It's a series of case studies of companies that put referrals
at the heart of everything.

If you don't have a 100% referral score, and by that
I mean 100% of existing clients give you referrals you
might want to do two things.

1  Read some of this book for inspiration
2  Find out what it is you need to do to get a 100% referral score


You see, whilst last week I talked about customer lifetime value,
(the amount £'s someone spends with you over their lifetime with you)
I neglected the referral aspect.

Getting a client at break-even can be ok if you get referrals (even
if you are a one-off transaction type business).

You have to make it frictionless for someone to give you referrals
and be worthy of them. And you can only do this by finding out
who is referring you and who isn't. And having a system in place
that expects referrals and asks for them, in the right way.

And you probably should reward the referrer and referred.

Here's the book http://creatingcustomerevangelists.com/testify/testify.pdf

If you aren't being pro-active on referrals there's good news.

More money is just around the corner.

Maybe just calling your clients a week, 12 weeks and 30 weeks
after completing their case will enable you to prove you're worthy
and get those referrals. Simple but I bet 99% of firms don't do it.

PS - Thanks for the Google Magic purchases everyone!

PPS Referral Network Building - The Ultimate List

PPS A surveyor I know is aiming to get referrals from solicitors with..
"Refer Surveys To Me And If England Win The Rugby World Cup
I'll Give You 100% of My Fee!" 


Want to know how? Click here

 

February 24th - What Does Groupon Teach Solicitors?

You may have heard about Groupon.

It's a company that makes it money by sending offers to a large email opt-in list.

It profits by taking a share of the sales (25%).

It also stipulates that deals have to be 50% off normal price or some other "great" offer.

So Small and Medium Businesses (SMB’s) that use Groupon can give away 75% of the price of their product.

IS THIS A WISE THING TO DO?

All SMB's should know about customer lifetime value.

This is the key to using Groupon.

It helps you to decide what price you can afford to sell your initial service at.

Ultimately even if you lose money on your first sale, providing you have a good marketing sequence you can turn a one-off into a long term client and get referrals.

FIND, GET, KEEP AND GROW.

Groupon can do the first two. It’s up to merchants to do the last two.

What's this got to do with you?

More and more media owners are moving to pay-per-performance models.

Even major directories are going this way.

And I am doing it at the moment with solicitors and local newspapers.

Law firms just pay per each call they receive rather than for space.

You too can try this with your local media. (Ask me how).

And secondly, this is a reminder email that client liftetime value is a huge indicator of profitability.

Getting a loyal client at break even and getting systematic repeat purchases....

That's a system that's worth something.

PS Marketing sequences video one

Marketing sequences video two

PPS I'm speaking to Groupon about a client in the Body Stress Release area...

Not sure if Groupon will do a Wills offer but I'll ask them and let you know.


February 22nd - Do Your Solicitor Clients Understand What Your Service Will Be?

When someone buys something from you
do you make it absolutely clear what will happen
from that moment onwards?

The reason I ask is because if someone doesn't
know when they will receive your service and
how it is going to be delivered, they will almost
certainly have to check up with you.

This takes up your time, makes the client unhappy
and doesn't make for referrals and positive reviews.

What do you do to make sure someone understands
what it is you will deliver as a service?

I guess this is basic stuff, like answering the phone well and
making sure everyone knows the portfolio of things
you offer.

But it's often the basics that are overlooked in
life because a) people assume everyone knows and b)
most people are only really concerned about their own job.

The best thing you can do to improve how you
operate is to record all the phone calls coming in to your
firm, listen to the recordings and then ask staff to listen to them.


There'll soon be a list of things you can do to convert more
enquiries into leads and service your existing clients better.

I guarantee it.

In fact, get yourself a recording phone number
from Admeter, put it on your website, and if you don't
agree that it helps you win more business after 60 days, I'll pay
your first month's charges.

I'm an evangelist for tracking
and recording calls and with my guarantee
what do you have to lose?


February 16th -  Finding, Getting, Keeping, Growing Clients.

Here's an interview I did for www.hireyourvirtualassistant.com - feel free to watch.

February 15th - Your New Solicitor Services To Market

 

Someone complained to me the other
day that they "didn't have any new services
to market to their clients."

I asked them if every client knew about
every service they already offered?

The answer was "No".

"Then you have new services to market" I said.

Watch the video  http://screenr.com/KAA

 

February 9th - Second Opinion Services For Clients

 

I've been hearing clients talk about their
experience with solicitors.

(The beauty of call recording as research!)

Many of them have explained they are not sure if they are
getting the right service and advice.

I think this is a natural response from some clients.

They may have been expecting a different service
when they engaged their solicitor. Or they may not have
expected it to be "so expensive". Or they may have made
the wrong choice of solicitor in the first place.

Perhaps it's worth looking at making your services
"checklist-able" so that clients know exactly what
they will get.

(Make sure you add in everything you do
and when prospects ask "Why should I choose you?" you can
show them why. Think compare and contrast).


And secondly, perhaps it's worth creating a "second opinion" service
on a fixed fee that reviews other solicitor's work.

Ethically, some solicitors may not be comfortable about this.
And I know there are some that specialise in going after
other firms.

But I know there are probably a percentage of clients
that would like a non-confrontational second opinion, (and may transfer their
business over to you).

A belt and braces approach appeals to people.
So why not offer both?


How you package this is up to you. It's common practise
in many service industries to get a second opinion and
the easier you make it the easier you'll get clients.


PS Grab the No-Holds Barred, Take No Prisoners, 100% Guaranteed Training
Guide To Local Search Marketing On Google - £27 - 60 Day No Questions Asked Refund

 

February 1st - Are You A Law Firm Marketing Expert?


Are you a marketing expert?

Try reading this one and a bit page PDF

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

If you can pat yourself on the back after this
then BRAVO. If not, it's pretty easy to make a fresh start.
(Got a pen and paper?)

 

January 27th - Solicitors Online Branding Is Serious

 

Have you checked your own online "brand"
recently?

After all Googling you is the first thing
many people do when they talk to someone
new for the first time.

Try Googling yourself. What do you see?

If you aren't happy about it you are going
to have to do something.

I did it to my name and found I'm ok with the results.

I even found an article I wrote for Estate Agent Today
which has been read more than 800 times that I'd forgotten
about. http://www.estateagenttoday.co.uk/news_features/Boyd-Butler-Blog2

And if you have no online presence at all
that's great...you can create whatever brand you
want starting this week.

You can become the expert
in your town/city before the summer holidays.

Here's how http://goo.gl/Nys0n

Take a look at Sole Practitioner Paul Hajek's results
http://goo.gl/IWlKe

Paul gets more business by having a good
online personal brand. (He's getting so good
he's now even teaching others how to do it!)

Tip for employment law solicitors...

If people can get sacked because they
use Facebook and have inappropriate
photos on their profile maybe you can
offer a Social media update to your
business clients?

http://www.metro.co.uk/news/853472-facebook-photos-could-cost-teachers-careers?ITO=socialnet-twitter-button

 

January 21st - Solicitor Websites Work Better With Chat

 

How many people come to your website and leave
without calling or emailing you?

I confidently say it will be hundreds a year.

So what are you doing about it?

Perhaps you could gently encourage
people to engage with you by using chat.

Check out this short video

http://screenr.com/L0E

And if you want to add chat to your website
give Toolkit Websites a call or maybe chat
to Jack online?

 

January 19th - Solicitors That Use Video For Marketing

 

Here's a quick tip.

Google loves videos.
So do people. (They watch telly right?)

And it only takes 4 minutes from uploading
a video to getting it on to Google.

Here's the proof
http://screenr.com/3Bl

Videos do work and you don't have to
have an expensive camera and set up.

One video I did has now had
491 views and it didn't cost a penny to do.

Here it is...

http://www.youtube.com/watch?v=39f8XaH_sVE


And how about this as a way of telling a personal story...

http://goo.gl/JnvLX


I hope this has given you a few ideas about how to
use video in different ways in marketing your law firm.

If you want more details

on how I do these videos let me know.

PS are you using Skype? It's a great way to have a face
to face meeting with prospects without them having
to visit you...very convenient.

 

January 14th - 105,000 People Cannot Be Wrong

 

I was reading in BBC Wildlife about the only
animal (apart from humans) that
prepares for war through pre-combat bonding.

It's the green woohoopoe from sub-Saharan
Africa.

Before battles with other birds the leaders
preen their followers, giving them
a pep-talk at the same time and helping to build the team.

Giving pep-talks is what great human coaches do.

I know this because I used to work in football
and saw what could happen when a coach made
each player 10% better than before. Reading
FC won promotion to the Premier League with
a record points total.

But don't just
take my word for it.

(Here's what 105,000 employees said
about managers as coaches).

12 Questions You Must Ask Your Staff.

I'm not one for form-ticking appraisals.

But I think these questions help elicit
the truth. And once you have an honest
answer, you can give your honest coaching
and leadership pep-talk.

I wish I'd known this when I had 60 people
to manage. It would have made life much
better for all of us.

 

January 12th - My Predictions for 2011

 

Everyone is making predictions
about what 2011 holds.

And I thought I'd try and come up
with some new ones. But guess what?

My predictions for this year are the same as the last.

So if you have a couple of minutes have
a read and see if any of these ring a bell.

2011 Predictions are here.

 

You can probably guess my 2012 predictions too...

January 6th - Today is the day of Epiphany

Epiphany is a religious ceremony.

But today I am using it as a word to describe the

 

"sudden, intuitive perception of or insight into the reality
or essential meaning of something, usually initiated by some
simple, homely, or commonplace occurrence or experience."

And my sudden insight is this...

Remarkably 50% of solicitors have not even claimed their
 Google Places Listing.

And the essential meaning of this is that 5000 firms do
not even understand the basics of internet marketing.

I've been too wrapped up in advanced marketing to notice
that many firms cannot or will not invest even 5 minutes on
 basic maintenance.

Please, please, if you are a solicitor and you haven't checked
your Google Places listing do it today. Right this minute.

Visit this
page and I'll even show you why you need to do it
and how I can help you

 

 


 

January 3 - State of the Economy

Many people are fearful of 2011 and what it will bring.

Some people will take part in the Cycle of Doom.

You know, the one that sees you slashing costs, prices and profits.

And if you search Google for "Fear" you'll find there are 150M results.

But do you know what?

Your business is still only about three things.

1 Generating Leads

2 Converting Leads to Clients

3 Getting Clients to buy again

You just have to make sure you are going where the money is.

Because person A is still buying from person B.

Ferrari still sells out before they even make the car.

You have just got to give more value than what someone is paying you.

And make sure you are marketing to those that can afford to pay.

If you aren't doing this, change the sales and change your self to ensure you are.

Because more people search for hope than fear.

Which means you have a lot to look forward to if you can tap into this hope.

"it was the best of times and the worst of times."

The choice is yours.

December 15th - How Newsworthy Are You?

 

Publicity is FREE, powerful and will turn you into a local expert.

And your kids will love it too...

One of the best ways to get media coverage is to start sending out regular press releases to your local media.

It’s cheaper than advertising.

It’s probably going to be read by more people. And it’s powerful.

But where do you start?

The key is to think of all the things that are newsworthy.

You’d be surprised at what local media will pick up.

I've made a list of things that can get you coverage.

Click on the link below.

http://goo.gl/QTaVr

Send me your successes!

 

December 7th - Captain Compensation, NOTW style marketing


 

 

November 26th - Check your Google Preview out

 

 

 

November 24th - Getting A Systematic Referral System In Place For Solicitors

Here's the short video on referrals. (And a challenge later on).

http://screenr.com/KAA

Nothing is better than getting a pre-sold prospect to call you after being referred by one of your best clients.

 


So if there's nothing better why not
try and increase the number of referrals?

Here are the categories of businesses you should get referrals from;

Accountant | Financial Adviser | Printer | Web Design | Banking | Mortgage Broker | Graphic Design | Computer Support | Telecoms Provider | Office Supplies | Photographer | Insurance Broker | Electrical Contractor | IT Consultant | Marketing Consultant | Florist | Builder | Security Products | Architect | Cleaning Services | Signage Company | Travel Agent | Decorator | Business Advisor | Promotional Gifts Company | Interior Design | Surveyor | Telephone Systems | Car Sales | Computer Sales | Car Sales | Internet Services | Public Relations Company | Alternative Therapists | Events Organiser | Health Insurance Broker | Plumber | Office Machinery | Office Furniture | Car Servicing | Health and Safety Consultant | Will Writer | Estate Agents Residential | Commercial Letting Agent | Caterer | Landscaper | HR Consultant | Hotel | Employment Agency | Carpet Cleaner | Utilities Broker | Couriers | Car Hire | Car Leasing | Gardening Services | Wine Importer-Merchant | Mobile Phone Retailer | Jeweller | Book-Keeping |Removals/Storage | Secretarial Services |Personal Trainer | Hypnotherapist | Dentist | Private Doctor | Private School | State School

Want a copy of the letter that gets referral partners on board
for one of my property clients (not a law firm)?

Send me a video testimonial and I'll send it to you.

Ok to do a video testimonial type some nice words
on to a Powerpoint slide.

Go to ScreenR.com
Sign up for a free account.

Place the screen capture
box over the Powerpoint slide.

Record yourself reading
the words on the Powerpoint. (

You need a microphone
on your computer or external microphone plugged in)

Save the video and send me the link. (Now you can do videos).

Just like this which took me 30 seconds!

http://screenr.com/z8F

Go on...practise on me! (If you get stuck
then let me know I'll help you.

Or just use the webcam feature on You Tube and send
me the link when you've done it.

PS get your referral cards free from your printer.
You just offer his referral cards to your business clients
and he does the same for his clients with yours.
And he prints the cards free. That's gratis marketing.

(And then he prints his cards for all his clients
and includes your details on the reverse).

 

______________________________________

November 19th - Can IFA's Refer Clients To Your Law Firm?

 


JP Morgan are trying to help Independent Financial
Advisers partner up with solicitors.

They see solicitors as good referrers and IFA's should
be banging on your door.

Here's their report

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

It makes an interesting read.

Maybe you could
invite the local IFA's in to your firm?

There's bound to be a lot of business
you can get if you can find a trustworthy, qualified
and likeable IFA.

 

___________________________________________

November 17th - Accident and Injury Solicitors Check Out This Video

I'm a great fan of video. People have small libraries and big TV's.

So it makes sense to use video for personal injury cases when appropriate.

Accidents at work, vechicle accidents, and medical claims can all benefit from video.

This is a Scottish company's work. Email

justinadams@LAmedia.co.uk.

 


 

 

November 24th - Getting A Systematic Referral System In Place For Solicitors

Here's the short video on referrals. (And a challenge later on).

http://screenr.com/KAA

Nothing is better than getting a pre-sold prospect to call you after being referred by one of your best clients.

 


So if there's nothing better why not
try and increase the number of referrals?

Here are the categories of businesses you should get referrals from;

Accountant | Financial Adviser | Printer | Web Design | Banking | Mortgage Broker | Graphic Design | Computer Support | Telecoms Provider | Office Supplies | Photographer | Insurance Broker | Electrical Contractor | IT Consultant | Marketing Consultant | Florist | Builder | Security Products | Architect | Cleaning Services | Signage Company | Travel Agent | Decorator | Business Advisor | Promotional Gifts Company | Interior Design | Surveyor | Telephone Systems | Car Sales | Computer Sales | Car Sales | Internet Services | Public Relations Company | Alternative Therapists | Events Organiser | Health Insurance Broker | Plumber | Office Machinery | Office Furniture | Car Servicing | Health and Safety Consultant | Will Writer | Estate Agents Residential | Commercial Letting Agent | Caterer | Landscaper | HR Consultant | Hotel | Employment Agency | Carpet Cleaner | Utilities Broker | Couriers | Car Hire | Car Leasing | Gardening Services | Wine Importer-Merchant | Mobile Phone Retailer | Jeweller | Book-Keeping |Removals/Storage | Secretarial Services |Personal Trainer | Hypnotherapist | Dentist | Private Doctor | Private School | State School

Want a copy of the letter that gets referral partners on board
for one of my property clients (not a law firm)?

Send me a video testimonial and I'll send it to you.

Ok to do a video testimonial type some nice words
on to a Powerpoint slide.

Go to ScreenR.com
Sign up for a free account.

Place the screen capture
box over the Powerpoint slide.

Record yourself reading
the words on the Powerpoint. (

You need a microphone
on your computer or external microphone plugged in)

Save the video and send me the link. (Now you can do videos).

Just like this which took me 30 seconds!

http://screenr.com/z8F

Go on...practise on me! (If you get stuck
then let me know I'll help you.

Or just use the webcam feature on You Tube and send
me the link when you've done it.

PS get your referral cards free from your printer.
You just offer his referral cards to your business clients
and he does the same for his clients with yours.
And he prints the cards free. That's gratis marketing.

(And then he prints his cards for all his clients
and includes your details on the reverse).

 

______________________________________

November 19th - Can IFA's Refer Clients To Your Law Firm?

 


JP Morgan are trying to help Independent Financial
Advisers partner up with solicitors.

They see solicitors as good referrers and IFA's should
be banging on your door.

Here's their report

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

It makes an interesting read.

Maybe you could
invite the local IFA's in to your firm?

There's bound to be a lot of business
you can get if you can find a trustworthy, qualified
and likeable IFA.

 

___________________________________________

November 17th - Accident and Injury Solicitors Check Out This Video

I'm a great fan of video. People have small libraries and big TV's.

So it makes sense to use video for personal injury cases when appropriate.

Accidents at work, vechicle accidents, and medical claims can all benefit from video.

This is a Scottish company's work. Email

justinadams@LAmedia.co.uk.

 


 

 

November 24th - Getting A Systematic Referral System In Place For Solicitors

Here's the short video on referrals. (And a challenge later on).