Nick Samson has produced a huge range of legal marketing articles which talk a lot of sense, ‘some from his monthly newsletter, others from his articles published in the Law Society Gazette, The Solicitors Journal or other legal publications.’
Nick is a non-practising solicitor turned marketer and I have come across his website a few times when searching Google for 'legal marketing' and similar search terms so I thought I would review his approach to marketing for lawyers in a quick blog as you may not have come across his site during your search for legal marketing inspiration.
Legal Marketing Options
He explains that “there are only three ways that you can grow your legal business" and I have no argument with that:
Nick recognises the options are:
"1. Recruit new clients (the most expensive option)
2. Persuade each client to purchase more each time (often difficult with legal services as they may only have one accident, one house move or be buying one business at a time)
3. Sell more services to your existing clients"
He says he chooses the third option every time "because it is without doubt the easiest, cheapest and most successful option.”
Nick Samson's Book
Nick’s tried and tested fees generation methods are brought together in this book (guide) which takes a systemised approach to marketing for lawyers. There are over 119 cross selling and referral generation methods some of which can be put into practise within minutes without incurring investment costs plus there is a money back guarantee.
Legal Marketing Techniques
Here is a brief insight in to some of the legal marketing techniques Nick shows you how to leverage:
• The easiest way to generate new instructions from your existing clients (and the exact time in the transaction to do it)?;
• Recruiting referrers that send new clients to you month after month (and how to ensure that they continue to do so);
• How you can use simple, cheap videos to generate new instructions;
• How one simple piece of business stationery could be transformed into a lead generation tool (with no extra cost);
• How to quickly and simply up-sell your clients by offering different levels of service and different packages of services (which your competition do not have);
• Great and reasonably priced software to do your cross selling job for you;
• The simple changes you can make to your premises to convert them into a constant source of new leads.
Heads Up: It’s really rewarding working with lawyers who put simple marketing techniques into practise and get results. They are often surprised at how easy it is to secure new business from existing clients or to find referrals from existing contacts. The key is to put some simple techniques in place and then repeat time and again.Nick is obviously helping lawyers to do this successfully and it's well worth taking the time to explore his website.
You can find out more about Nick Samson's Legal Marketing Techniques at his website.
If you are looking for a service to up-sell your commercial legal clients and secure repeat revenues please take a look at our client facing HR web service for law firms.
Carolyn Mumby
www.marketing-for-lawyers.co.uk
Tags: Lead Generation, Products & Services, Up-Sell, HR Web Service, Referrals, Product Ladder
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