3.5 hours SRA CPD (seminar)

A half-day seminar to ensure you are ahead of the competition.

With the current changes and legislation facing the legal profession, it is more important than ever to ensure that your firm differentiates itself.

29 Killer marketing ideas will ensure you are recognised as being different from the competition. This seminar will give you 29 practical ideas that, once implemented, will get your clients talking about you to potential clients.

It costs five times as much to obtain a new client as it does to market a service to an existing one. We also know it costs nothing to ask our clients to refer and recommend us to others.

Yet, most of us never ask our clients for referral business, and generally take our clients for granted.

How many opportunities exist to increase revenue from satisfied clients? In recent client surveys of over 100 law firms, over 96% of clients, when asked, said they would recommend or refer the law firm to others and over 98% said they had never been asked!

Are all members of staff, including partners, fee earners and support staff, aware of potential opportunities to cross sell services? How many of them can identify the opportunity to offer a client an additional/oblique service?

The classic example of this is the client who has used a rival firm for a service and when asked “why didn’t you use us for that service?” responds “I didn’t know you did that”.

This happens all too often and if each client brought an additional service from you this year, you would double your income. If each client introduced you to one new client of a similar value, this would have a similar effect.

The skill of high impact marketing could realistically raise your revenues by over 40% over the next year if you take on some of these ideas.

Being proactive and cross-selling
1. Understanding the profile of your clients.
2. Finding services that clients want, rather than need.
3. How to use direct mail and telephone follow up to communicate.
4. Web sites and internet marketing.
5. Generating 100% leads from seminars.
6. Using reception to cross-sell on your behalf.
7. Client help sheets.
8. Maximising simple lead generation to increase client enquiries.
9. How to get all staff involved in marketing.
10. Value pricing – how to train your staff to ensure that even if we know the answer to a client’s query, it does not mean that the answer is worthless!

Client referrals
11. Asking for referrals without sounding like a salesman.
12. Successful networking.
13. Ensuring your marketing materials work for you.
14. Using marketing materials to generate referrals.
15. Organising a regular contact by direct mail to create the most leads.
16. How a successful telesales campaign can increase your business.
17. How to provide real client care.
18. How to motivate partners, fee-earners and staff.
19. Introducing a successful evaluation and reward system.
20. Measuring and managing your success by client referrals.

Turning high impact marketing ideas into profit
21. Having the right practice structure – staff to partner ratios.
22. Delivering services optimising leverage and charge out rates.
23. Staffing levels and recruitment.
24. Introducing a partner development programme.
25. In-house training and communication.
26. Obtaining a truly competitive advantage.
27. Using the internet efficiently to differentiate your firm.
28. Selecting and delivering niche services.
29. Redesigning existing services to maximise profits.

…………….and many more practical ideas that you can implement immediately for killer marketing

Dates