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Research has shown that just 1 in 10 clients choose a conveyancing solicitor based on who offers the cheapest fee; meaning 9 out of 10 clients are swayed on other factors.

Throughout our 2016 CPD series ‘Because You’re Worth It’, we spoke to a number of conveyancing solicitors about the initiatives they’ve tried to differentiate their client experience.

Here are 4 value-added services some firms are already offering to differentiate their client experience…

1. A drop in service for first-time buyers

Giving first time buyers the opportunity to drop in and ask any questions they may have can help to reassure them of the process to follow.

It can also help them to put a face to a name and establish a stronger personal relationship with their appointed solicitor, as well as clear up any confusion that could cause time-consuming issues at a later date.

This service doesn’t have to be available all day, every day, but advertising a few hours in your week (where you can afford a bit of disruption) might just mean the world to your clients.

2. Staying open during lunchtime

There are still a number of firms that close for a whole hour for lunch, making it challenging for both other solicitors and their clients to contact them. 

This is especially impractical for clients who may work nearby and only have their own lunch hour free to make appointments or phone calls.

Being able to advertise that clients can easily get in touch with you during their lunchbreak will help to set you aside from your competitors.

This change in opening hours can be achieved through a staggered lunchtime system, with fee-earners starting their lunch at different times between 12 noon and 2pm; so someone is always in the office.

3. Last minute “out of hours” appointments

Between work, childcare, and other commitments, it can be difficult for clients to find the time to sign important paperwork during typical office hours.

Offering a flexible service, where clients can make arrangements out of hours at short notice to come into the office, can help prevent unnecessary delays as you near completion.

This works particularly well if you have one or two fee-earners living near the office, as it won’t be too much of an inconvenience for them to occasionally nip across at 8.30pm to briefly meet a client.

4. Opening every Saturday morning as standard

Some firms have started to open every Saturday morning (9am – 12 noon) as standard, to offer a more convenient service to their clients.

While this will require some disruption to your typical working week, you may find these changes suit some of your fee-earners.

For example, those with young children may be happy to pick up the weekend shift if it means they can finish slightly earlier Monday to Friday.

Marketing Director, Ben Harris, comments:
“It is becoming increasingly important for conveyancing solicitors to focus on more than just price when it comes to attracting new clients. As these examples suggest, some firms are already rising to the challenge and offering value-added services that set themselves apart from their competitors.”

“It is important to add however, that adding these services as a stand-alone exercise isn’t enough to secure new business. Firms also need to be doing more to advertise that these value-added options are available, during initial telephone enquiries and on the company website.”

Ben Harris

Ben is tmgroup’s Marketing Director. He joined tmgroup in 2012 and has worked in the property profession his entire career.

 

Are you tired of feeling compelled to lower your fees to try and keep up with your competitors?

Join us in Portsmouth on Thursday 6th October to find out how you can keep your fees and maybe even consider raising them – without losing your competitive edge!

Click here to register

tmgroup’s 2016 “Because Your Worth it” CPD programme has been running successfully across the summer, with well-attended events in Birmingham, Bristol and (most recently) Manchester.

Through a series of expert-led presentations, these structured CPD sessions have been finding solutions to some of the commercial business challenges facing the industry, including:

• Do clients really just care about the price?
• How do I convert more telephone prospects into clients?
• How do I guarantee that my clients will refer my services?

These CPD sessions have also opened the debate to attendees; and provided valuable opportunities for peer-led discussion about the trials and errors of different initiatives.

Portsmouth is your last chance this year to find out why your firm really is worth it

With our 2016 CPD programme now drawing to a close, our Portsmouth event on Thursday 6th October will be your last chance this year to find out how to increase your fees and still deliver a competitive service offering!

Click here to register

tmgroup are continuing their mission to help conveyancers claim what is rightfully theirs, with their 2016 events programme called ‘Because You’re Worth It.’

The programme is designed to help conveyancers to ensure that their client sees the value in the service they offer, from setting up new business relationships through to demonstrating the breadth of support and knowledge you bring when helping them buy the right property.

The sessions will stress the importance of firms using their in-house expertise to maximise their customer service as well as ensuring they market their services effectively by communicating their unique values.

Just 1 in 10 home movers chose the conveyancer that quoted the cheapest fees last year, so it would appear that conveyancing clients understand what represents value for money and are certainly willing to pay for what they consider to be good service.

Indeed, in a competitive sector with many challengers, traditional law firms are in a great position to understand what clients want and how they can present themselves attractively to win more business and improve service to keep clients happy. tmgroup have created this programme to help conveyancing firms do just that.

Marketing Director at tmgroup, Ben Harris, said:

“We are passionate about making sure that conveyancers understand how to communicate their value to prospective clients and then prove this through every interaction with a client. We’re delighted to bring this exciting and unique CPD programme to conveyancers in which our experts will arm them with the tools they need to assess their current position and make the most of the opportunity.”

With experts from across the sector, the next seminars in the series will take place on Wednesday 21st September in Manchester and Thursday 6th October in Portsmouth.

Click here to learn more about our Manchester event
Click here to learn more about our Portsmouth event

Topics covered:

Know your worth

Do you know your firm’s strengths & weaknesses? What are your USPs? What do consumers want from their conveyancers? Includes results of the latest Home Moving Trends survey.

Know your market

The ever-shifting property sector contains a number of challenges and, with the onset of ABSs in recent years, competitors now come in all shapes and sizes. Do you know your market?

Educating your customers

An estate agent’s role in a property transaction is generally well known among consumers but the role of a conveyancer is often somewhat mysterious to the inexperienced. Learn how to communicate your worth.

Know your price

In a recent consumer survey, just 1 in 10 home movers chose the conveyancer that quoted the cheapest fees. Learn where to pitch your business to make the most of your value.

These sessions will be hosted by renowned industry experts:

• Allan Carton – He has been introducing law firms to innovative and more professional business development and management practices since launching Inpractice UK in 1992.
• Michael Porter – Since 2002, he has been involved with strategic business planning and implementation with a number of professional practices.
• Richard Hinton – He has spent 25 years working in strategic and business development roles in the conveyancing industry. He is also a founder member of the Conveyancing Association.

Click here for more information about our guest speakers and topics

tmgroup has announced 'Because You're Worth it' - a programme of unique CPD sessions designed to give conveyancers the confidence and knowledge they need to market and price themselves effectively.

Half of conveyancing firms have increased their fees over the past 6 months, a tmgroup survey has revealed.

The survey, conducted throughout the first part of 2016 by leading property and data provider tmgroup, asked conveyancers: “When was the last time your firm increased your conveyancing fees?”

It was revealed that 50% of firms surveyed had increased their fees within the previous 6 months and 80% had done so within the previous 2 years.

However, for 17% of firms it had been more than 2 years since they last increased their conveyancing fees and 3% said they had reduced them instead.

The subject of pricing is something of a hot topic in the conveyancing industry at the moment so tmgroup are on a mission to help conveyancing firms claim what is rightfully theirs in this respect, with a new events programme called ‘Because You’re Worth It’. The free events aim to help you analyse your firm from the ground up before rebuilding your approach to marketing so you can harness the potential that lies within and set your fees at the correct level.

Sales & marketing director at tmgroup, Ben Harris said:
“We are really pleased to announce these special events which will help conveyancers understand how to communicate their unique selling points better. With a really interesting selection of topics and a range of expert speakers to be announced shortly, we know that this programme is going to give conveyancers the confidence and knowledge they need to market - and price - themselves the way they should.”

Book your place

Because You’re Worth It | Conveyancing CPD

Birmingham – Wednesday 22nd June
Bristol – 23rd June