How to approach busy referrers without being a nuisance This is part three of a series on the top five concerns lawyers have about getting referrals. To recap, I have just concluded a survey of small law firms where I asked then what their biggest concerns were in regard to getting referrals from people within their professional network. From their […]
If you are looking to increase your flow of new matters, these areas stand out as providing the three best sources of new clients for law firms. 1) Repeat business from existing clients; 2) Referrals from your existing clients; 3) Referrals from your professional network. These three areas combined contribute around 68% of new matters for higher performing firms in […]
The Critical Cash Flow Improvement KPI Poor cash flow will generally arise from one of two issues, or a combination of both. These are: 1) The length of time from matter commencement till payment being too long; OR 2) Low profitability Practice owners will often talk about cash flow being poor, whereas the problem is really that the firm is […]
FREE SEMINAR: How to Get More Quality Clients to Your Law Firm Without Needing any Marketing Skills InfoTrack have invited me to present a Law Firm Marketing seminar at the InfoTrack Sydney office on Thursday 19th January 2017. With 2017 just started, it is a great time to review your law firm marketing. This seminar will focus on one of the […]
How would you like a practice that allows you to: – Work part time , but earn a substantial full time income – Work from home, or a beach, with minimal overheads – Charge premium fees in a very competitive market – Generate most of your work from great existing clients and referrals – Spend next to nothing on advertising […]
Do you find that you don’t enjoy selling or marketing, but still need to attract new clients? It is a dilemma that many professionals have. You got into law to practice law not spend time doing marketing or selling things to people. The trouble is though, that if you don’t attract enough new clients, your practice will not be as […]
Would you like to get more quality new clients by referral? Here are five distinct benefits that referred clients offer you and your practice: 1) They are already pre-disposed to listening to and acting on your advice, so they are great to deal with 2) They are used to paying reasonable fees, so they are less likely to be price shoppers or […]
I was having a conversation with a sole practitioner after a presentation I had made at a law seminar a little while ago. One of the topics I had covered, not surprisingly was the power of referrals to grow a law firm. This lady agreed and explained to me that she had built her whole practice on referrals. In fact […]
If you are on LinkedIn, one of the best ways to increase the authority of your profile is to get some LinkedIn recommendations of your work from your clients or Centres of Influence. It provides powerful social proof that you are great at what you do. Increasingly potential clients will go online to investigate you before making contact and some […]
If you are looking to sell your law firm in the coming years, then you will be interested in the trends in buyer demand for small firms and particularly what small law firms are easiest to sell. What small law firms are easiest to sell? – Areas of Law Recently I interviewed Melbourne based Trevor Willoughby who is a practice broker […]
