If we were to tell you that you could grow your business by following a couple of simple rules, would you listen?

Currently, practitioners have had to shift the way that they do business with clients and move ‘online’. Whilst it has meant that you’re able to see more clients in a day, for those prospects (not yet clients) who are cautious at the best of times, building trust can be a bit more of a challenge.

Rule No.1 would be establishing a brand that people trust and reinforce brand recognition through effective (and automated) communication at a number of times during the client journey. 

An example of what that might look like could be as follows:

1. When a client books an appointment and you send appointment confirmation, make sure emails are branded. If you’re using the WillSuite appointment booking tool, clients can be sent a text message ‘from your company’ which will have the same effect of reinforcing your brand image and building trust.
2. You can use the pipeline function and build in a step where clients are emailed when you are drafting their Wills to let them know that their emails are being drafted and once done, they will be sent to them for approval.
3. Once your clients have signed their Wills, and you have them in safe custody, you could have another notification fired to the client to confirm receipt and to let them know what to do if they want to make changes. 

All of these suggestions can be built into your WillSuite account (by you - from your company settings). If you would like help, please contact us and we will happily show you how.

Rule No.2 is ‘Don’t look at a client as a transaction’ and instead, look to build relationships. We ought to remember that 80% of our business should and can come from referrals or the work we put into referrals. Actively asking for referrals, rewarding referrals and getting credibility in the form of positive feedback/reviews WILL grow business. It may not be overnight but as part of a long term strategy and combined with our other tips, you should be able to realise organic growth.

Rule No.3. Firms don’t understand where business is coming from. How often do you ask your prospects how they heard about you. It’s worth knowing whether they say you on social media, whether they found you on Google, whether it was as a result of word of mouth, or by another means. Once you know where business is coming from, you’ll be able to concentrate more energy on what you know is working, OR, you can concern yourself with what isn’t generating business and tweak your strategy accordingly. By recording where business is coming from in custom CRM fields will help you to build an effective and agile marketing strategy.

As a WillSuite client, you’re welcome to pick our brains about marketing and business growth. We might have a product or service that solves your business headache.