How Can We Get More Productivity AND Easier Marketing?
As a qualified professional, your training will have developed your knowledge & skills for that profession.
But probably not for marketing your profession.
Better Marketing Systems Save Time, Money & Worry
Stress in professional work is getting worse
A new industry report says that despite high levels of job satisfaction, most solicitors are under great stress. “Over 60% of the solicitors we spoke with articulate high levels of stress, with 1 in 4 experiencing extreme or very high levels.”
Most indicators they measured show the stress is worse than last year.
The research identified six causes of stress impacting solicitors of every grade.
Four could be called professional issues.
They all relate back to the skills of basic professional training.
They are about time-consuming hard work.
The other two causes are about clients.
They are not related to the professional work, but about the flow of fee-paying clients.
These are about hard-to-control issues.
The most recent figures show that the marketing issues are slightly more stressful than the professional issues.
(In case it might be helpful, we should mention that the LexisNexis report goes on to consider: 'Can firms do more to help solicitors manage their stress?' and supplies supportive info'.)
CLIENT-ATTRACTING SUCCESS DEPENDS ON MARKETING SKILLS
But so many professionals say: “Marketing is an area that always suffers. It tends to be something people put on the back burner.”
Embedding marketing messages makes it easier
It is often NOT more marketing that will make a difference, but better marketing.
You'd agree that more people seeing an off-putting message will not help?
Imagine the converse - you might need fewer people to see a better message to achieve similar (or better) results.
A systematic revitalising push for all the steps on your Client-Attracting Pathway will result in a more reliable process. You already have a pathway: we are proposing to quietly tune-up your processes.
Once set in place, these small changes in your marketing methods improve your client-care work.
- There will be fewer unexplained no-shows, saving your time and temper.
- There will be more coherence within the team, leading to greater productivity.
- The clients will notice the smooth-functioning service quality.
- And your staff can focus more on professional matters rather than marketing matters.
- Productivity is boosted, profitability benefits and your reputation for caring will improve.
All resulting in less stress, better cashflow and a more reliable future.
With all the stages of your Pathway working harder for you, your marketing will take less time out of the working week. If some of that also improves the quality of service provided by the firm, it is likely to boost the firm's reputation. And that makes referral, recommendation and returning clients all the more likely.
The marketing discipline can help inside the firm too
Internal documents, procedures and reminders also influence behaviour - for staff and clients - for instance:
- Encouraging coherence in a dispersed team
- Simplifying paperwork to save time and reduce stress
- Improving client satisfaction to boost repeat business
These are about communications-led human issues, rather than professional knowledge, skills and judgement.
Work smarter, not harder!
Stress affects the productivity of professional firms.
Productivity is reduced by too-high stress levels, and lowered productivity causes stress... sometimes in a circular fashion.
Can Marketing Help Us Work Smarter?
Yes - Reworking key parts of your client-attraction systems with a client's perspective (that is, from a marketing angle) can help your clients AND help your people. Three quite different benefits can result, with a little care in design: enhancing teamwork, easier-to-use paperwork and encouraging client bonding.
Well-written websites have many benefits
80.8% of people start with an online search about things they're not familiar with (like professional services!). So it makes sense to provide them with the information they want.
Websites are very useful in changing situations because you can update your details within minutes and Google will have noticed in less than an hour.
Well-written websites help potential clients:
- To find the information they want quicker
- To understand unfamiliar issues better
- To contact you first
And they help your firm:
- Manage client-flow better
- Manage cash-flow better
- And perhaps grow up to four times faster
For example, giving people what they actually want when they search your website will help them answer their natural questions. This will influence potential clients' decisions: they will be impressed and reassured by this evidence of your human and caring attitude, and will be:
- more likely to read the rest of your website more thoroughly
- more likely to shortlist your firm
- and more likely to email or phone you, sooner
If people cannot find answers to these questions, they are likely to abandon that website and check a competing one.
This is an easy way to differentiate your firm from others who provide very few of these answers.
Well-written papers, emails and telephone answers work wonders
Often thought of as administrative processes, many communications will have an influence on both the client and the professional. Systematically revising a variety of seemingly simple processes can significantly improve the client experience.
This can make a huge difference to the outcome of the steps in the Client-Attracting Pathway - and by improving the working relationship, perhaps the professional work itself.
More productivity can be gained from easier marketing through small changes that ease the human aspects of the real-life situation. This is most effective if every step of your client attraction sequence is revised to minimise disruptions and contradictions and maximise small opportunities to confirm and amplify effects.