Thursday 29 October 2009

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.

Read more...

Wednesday 28 October 2009

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...)

Read more...

Sunday 25 October 2009

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?

Read more...

Tuesday 20 October 2009

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...

Read more...

Tuesday 13 October 2009

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.




Read more...

Thursday 8 October 2009

October 8th - Do You Have A Reason To Communicate?

Have you ever seen Disney's Jungle Book?
Do you know the bit where the three vultures
are sitting on a tree, just waiting for something to happen

"What we gonna do?" says one.

"I dunno, what we gonna do?" says the other.

And so it goes on until Shere Khan arrives on the scene...

Sometimes you want a reason for "what you're gonna do."

Or what you have to say.

This is where a promotion from a company selling
server space caught my eye. See it here.

It's based on the clocks going back on October 25th.
It's usually an excuse for an hour lie in but Rackspace
are using this annual event as a promotion.

And this made me think.

"Charities benefit from crazy clock rules as
law firm donates hour to good causes."

"Solicitor uses time machine to give over 65's free Wills"

"We've donated our lie in to our clients.
We'd rather help you than have breakfast in bed."

How many events are there a year that you can use to
market your legal services for PR, marketing to your
existing clients and generally creating a USP for your firm?

National Lottery, Halloween, Xmas, New Year,
Wimbledon, X Factor, Strictly Come Dancing...

It's all about using the rising tide of what's
going on, and benefiting from free publicity
for your law firm to grow faster than anyone else.

Read more...

Tuesday 6 October 2009

October 6th - Enter the Theatre of the Mind to sell your Wills..

There's been a discussion going on at
Law Gazette about marketing Wills.

One of the contributors came up with a
short list of life changing events that mean people want Wills.


Things like;marriage, divorce, kids, buying a house,
retirement, selling a business etc.


Most people are going through these at any one time.

So there's the opportunity to enter their "theatre of the mind".

This means that you enter the conversation that is
already going on in their heads.

It's much easier than butting in where you are not welcome
.

This should dictate the type of subject lines you
write in emails and headlines in letters and stories on your website.

A laser-targeted headline about a subject someone
is thinking about will have a good chance of getting you a hot prospect.


The Head Partnership consistently cross-sell their legal
services in this way.

They know I'm a business owner.

They know I don't have a Will.

Take a look at this legal firm cross-selling email

This may just have hit me at the right time.

(although they missed the "offer" tactic out).

Is there anything stopping you from writing
to all your small business clients and company
owners with something similar?


Remember something is going on in your clients' minds.

You want to learn how to read them
so that you can market your law firm successfully.


What is it today? What will it be tomorrow?
And if you don't know...ask them.

Read more...