| Q | Tim, what are your first impressions of Your Conveyancing Leads? |
| Tim | My first thought was “not another pay per click” lead generator. Looking more closely I realised the leads were produced using reliable database sources and that we could use these to promote our services in a fresh new way to property sellers just as they are needing conveyancing. |
| Q | Did you have any reservations about trying the service? |
| Tim | Yes threefold:
The quality of the leads provided.
The potential for converting the leads to new business.
Cost effectiveness to give a positive return on investment (The additional costs of processing and following up leads relative to the conversion rate).
So far we have experienced a significant boost to new business generation with minimal up- front costs. |
| Q | Did you make any changes to improve the conversion rate? |
| Tim | Yes, Following input from Your Conveyancing Leads, we were able to produce new marketing material that highlighted our strengths and the superior personal service we can offer clients. Experience has shown us that potential clients looking for a cheap deal will inevitably find a cheaper competitor and we feel our new approach differentiates our service and demonstrates the added value we offer. |
| Q | Do you measure the success rate of your marketing campaign? |
| Tim | A Yes, we always provide written quotes and have a system to match these with the addresses that we mail to. |
| Q | Is new marketing material the only change you have made? |
| Tim | No, the biggest change is to the way we handle responses. Our new letter of introduction encourages the “client” to contact a named person whom we have trained specifically to turn leads into business. The employee is not a solicitor and has the time to talk to responders and make an effort to find out what matters to them and any particular concerns and what is motivating the decision making process. We are able to build a rapport and reassure at the outset that we have the professionalism and expertise needed.
We then follow up with a personalised quotation highlighting our services and a call to ensure we have provided the information required. |
| Q | Are there any aspects of the Your Conveyancing Leads service that you particularly like or dislike? |
| Tim | We like the flexibility of the service and also that we are not tied to a long term contract. It is good we are able to stop without notice although we intend to continue for as long as it is successful at generating new business.
At the moment, the leads are providing the best return pound for pound from our marketing budget.
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