3 Hours SRA CPD
Speaker: Viv Williams
With the current financial climate and legislation facing the legal profession, make it more important than ever to ensure that your Firm differentiates itself.
This seminar will ensure that you are recognised as being different from the competition without spending a fortune. You will walk away with a number of practical ideas that, once implemented, will get your clients talking about you to potential clients.
Being proactive and cross-selling
- Understanding the profile of your clients.
- Finding services that clients want, rather than need.
- How to use direct mail and telephone follow-up to communicate.
- Web sites and internet marketing.
- Generating 100% leads from seminars.
- Using reception to cross-sell on your behalf.
- Client help sheets.
- Maximising simple lead generation to increase client enquiries.
- How to get all staff involved in marketing.
- Value pricing - how to train your staff to ensure that even if you know the answer to a client's query off the top of your head, your client understands the value of your expertise.
Client referrals
- Asking for referrals without sounding like a salesperson.
- Successful networking
- Ensuring your marketing materials work for you.
- Using marketing materials to generate referrals.
- Organising regular contact by direct mail to create the most leads.
- How a successful telesales campaign can increase your business.
- How to provide real client care.
- How to motivate partners, fee-earners and staff.
- Introducing a successful evaluation and reward system.
- Measuring and managing your success through client referrals.
Turning high impact marketing ideas into profit
- Having the right practice structure - staff to partner ratios.
- Delivering services optimising leverage and charge out rates.
- Staffing levels and recruitment.
- Introducing a partner development programme.
- In-house training and communication.
- Obtaining a truly competitive advantage.
- Using the internet effectively to differentiate your Firm.
- Selecting and delivering niche services.
- Redesigning existing services to maximise profits.
...and many more practical ideas that you can implement immediately without breaking the bank.
