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!

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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

20th January - Legal Services Video Marketing

I send an email to newsletter subscribers and you want more!

Here's the 10 Tips For Great Video Marketing You ASKED FOR!

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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..

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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.

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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!

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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.

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