Conveyancers – particularly in the current property market – are in a great position to generate business, not just for their own department, but for the whole of the private client team; and commercial too, as company executives buy properties too of course.
- When it comes to why clients pick conveyancers, the biggest factor by a significant margin was communication, not price.
- Once a client recommends you to their friends, relatives and work colleagues, those who then use your services as a result see that this is the way things should be done – so they in turn are more likely to recommend you too.
All the more reason then to make it easier for your current clients to recommend you; so how do you do that?
Today’s Conveyancer reports today on tmgroup research which shows that people who were recommended a solicitor through a friend are more likely to make a recommendation themselves; whereas those who took an estate agent’s recommendation were much less likely to make a recommendation … and those who found a conveyancer online.
And … when it comes to why clients pick conveyancers, the biggest factor by a significant margin was communication, not price.
So isn’t that something your prospects should experience when someone calls for a “quote”? Your people don’t need talk about it; just do it.
AIDA works but involves some initiative by your people to:
- Get their Attention
- Demonstrate your Interest in them.
- Arouse their Desire to come to you, rather than someone else
- Agree next Actions, to keep the momentum going
Unfortunately, all our own mystery shopping research shows that little has changed in the last 15 years; still virtually no conveyancers make any effective effort to demonstrate their interest in communicating at this stage!
Conveyancers still keep focusing almost entirely on price – because the easiest question to ask and to answer is “How much ..?”
Conveyancers may also be interested in the following posts:
- Good news for conveyancers – now act on the lost opportunities!
- 30% of new business opportunities lost even before the (telephone) conversation begins
- Conveyancers’ New Year Resolution – Get closer, dig deeper with new prospects and clients to win more business … and enjoy the job more.
- New legal businesses and Conveyancers not investing effectively in technology