Tag Archives: Conveyancing

CONVEYANCERS – help clients to recommend you, let new prospects feel what it’s like to be a client

Conveyancing-WorkshopTwo key findings from recent research by tmgroup that can help conveyancers make the most of new opportunities to grow new business across your practice.

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.

  1. When it comes to why clients pick conveyancers, the biggest factor by a significant margin was communication, not price.
  2. 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 ..?”

It could easily be so much better!

Conveyancers may also be interested in the following posts:

6 practice development topics you will want to read … and share with some of your colleagues.

Internet Newsletter for Lawyers, Nick Holmes, Delia VenablesThe latest issue of the Internet Newsletter from Infolaw is now published.

In this issue

  1. Continuing Practice Development – Nick Holmes explains the changes to CPD being implemented by the SRA and the BSB
  2. Data protection – David Flint of MacRoberts considers two recent developments relating to data protection and trade secrets
  3. Customer care – Mindy Gofton of I-COM looks at the potential of using chatbots for customer service
  4. IT security – Lynda Minns considers the measures independent practitioners need to take in relation to IT security
  5. Cloud-based legal software – Delia Venables describes the products from 30 suppliers offering cloud-based software for lawyers
  6. Data protection – Alex Heshmaty of Legal Words introduces the new General Data Protection Regulation

Access the Newsletter online

CONVEYANCERS – Win your first prize for 2015, to set the trend for what should be a good year;  a case of 12 Bottles of Wine of your choice

Win-WinePlease complete our short snapshot survey to win the prize. If you are a conveyancer this won’t take you more than 6 minutes!  All responses are multiple choice and your responses will be based on your personal experience of dealing with residential conveyancing transactions, so it’s all at your fingertips.

Go here to complete the survey.

The research is on behalf of a client interested in developing new Local Search solutions that could reduce the complexity of your work, aiming to free up more time for you, relieve pressure in the process and to ease the stresses for your clients. Great if you feel it can work for you!

By completing the survey, you will be included in our draw to win a case of 12 bottles of wine, with the winner able to choose red, white or a mix. The draw for the case of wine will be made at 12:00 noon on Friday 30 January, with the winner being notified directly by email; also published on our website at www.inpractice.co.uk where you will also find the rules of this competition.

All responses will be treated in absolute confidence and no responses will be directly attributed to you or your practice.