When all the spring conferences and networking events were cancelled, it was undoubtedly a blow to law firms looking to connect with others, and earn those CPD points, we all thought we’d make up for lost time in the autumn. Now that it’s looking like in-person meetings won’t be back for quite a while, it’s time to adjust and work out what business development looks like in a more virtual world. We are all adjusting to the new ways of working and it seems increasingly likely that, vaccine or not, remote working to some extent will be here to stay. The pandemic has shifted peoples’ work life, social life and retail life on-line and although there will be a move back towards face-to-face contact, it will not be the same as it was pre-pandemic. The recent collapse of many high street retail names illustrates this changing world.
How do you find new clients in this new world? One way is to reach out to clients who already know you – It could take the form of an email you send out to all your current and past clients and other professional connections reminding them what you have to offer and asking if they or anyone they know might need your services. A recent SRA survey has found that 25% of new business comes from recommendations.
Focus on your online presence, it is essentially your first impression now, so you want to have a strong website and social profiles that clearly show off what you do and how you do it. Once you have this digital foundation, you also need to put in the time and effort to put yourself out there. One of the most powerful strategies is to engage with communities where your ideal clients already are: Facebook groups or Instagram Live videos for example. Following on from that, if you miss public speaking, maybe doing videos or live sessions could be a good idea. These videos could include an introduction to the conveyancing process, how to deal with probate etc. Helpful and friendly advice that prospective clients can obtain through your website will help win business.
In addition to these techniques, business information is central to success and Redbrick Solutions has launched a new service to help conveyancing firms compete and succeed in a post lockdown world. Redbrick Insights is a data driven intelligence service which provides analytics and reports on a range of key success based factors. The service is exclusively available to Redbrick clients. With over 10% of all conveyancing transactions going through their system, Redbrick Solutions are well placed to analyse the market and provide clients with pertinent statistics and success strategies.