Rainmaking Recommendation from Jaimie Field: YOU Are a Brand

"Yes, yes, yes" is what I said when I read Jaimie Field's latest rainmaking recommendation, "YOU are a brand." Whether you like it or not, whether you think "branding" is a dirty word or not, everything you say and do affects how people think of you - affects the brand of "you." So have a look at Jaimie's latest post!

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Regardless of whether you are in a large, midsize or small firm or a solo practitioner, you have a brand.

In fact, you ARE a brand. And personal branding is becoming more and more important in the second decade of the 21st century.

What your personal brand is: Your personal brand is what people think of when they think of you. It is how they would describe you to others.

What personal branding is not: It is not how you perceive yourself, but how others perceive you.

These can truly be two different ideas. It, therefore, becomes important that you control how you
want others to perceive you and what you want them to know you can do.

You need to begin to answer the following questions in order to control your personal brand:

  • Who are you?
  • What do you do?
  • How are you different from others?

However, when you are contemplating these questions, you have to determine who the “you” is that want the world to see.  This will help you determine what personal brand you want to begin to develop.

Once you have answered these questions, you need to begin to market your answers to your prospective clients and referrals sources – social media and blogging are two of the best methods for your personal brand to get noticed.

Please understand that personal branding requires authenticity. If you are a “jerk” in real life, you can never be the “good guy” as part of your personal brand. People will find out the difference and you will lose the credibility needed to create the trust you require for people to connect with and contact you. So, if you are jerk in real life – own it in some way in your personal brand. Think Howard Stern, for example.

Personal branding is basically marketing your personality and knowledge to others. Remember, people do business with people they know, like and trust.

PLEASE FORWARD THIS INFORMATION TO A COLLEAGUE WHO YOU THINK WOULD BENEFIT; IT MUST BE FORWARDED IT IN ITS ENTIRETY. ALL INFORMATION IS THE COPYRIGHT OF MARKETING FIELD, LLC © 2014

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog.

 

Rainmaking Recommendation from Jaimie Field: Follow up for Success

I am en route to sunny Orlando, and I'm almost as excited about the in-flight wifi that allows me to get some work done as I am about the actual trip. It's hard to break away from the office, what can I say?

But today, I'm bringing you a brand new rainmaking recommendation from expert Jaimie Field, esq! 

***

A little while ago I came across these startling statistics that apply to sales people.  While I do not know if these statistics are truly accurate or who published the study, they have been floating around the internet for a little while.

  • 48% of sales people never follow up with a prospect
  • 25% of sales people make a second contact and stop
  • 12% of sales people make more than three contacts
  • 2% of sales are made on the first contact
  • 3% of sales are made on the 2nd contact
  • 5% of sales are made on the 3rd contact
  • 10% of sales are made on the 4th contact
  • 80% of sales are made on the 5th – 12th contact

Now, remove the words “sales people” and change the word to “lawyers,” and the words “sales are made ” with “retainer agreements signed.”

Regardless of whether these are precise stats, this is one the biggest problem that most attorneys
have when trying to become rainmakers: Follow up.

One of the objections I hear most from my coaching clients is: “they’ll think I am a pest.” I’ve already
addressed this in Rainmaking Recommendation #80. Following up doesn’t mean pitching your services over and over again – that’s what sleazy salespeople do. It means keeping in touch in meaningful ways that will benefit the person with whom you are trying to create a relationship.

  • Introduce them to a potential client for their business,
  • Provide information to them that they need,
  • Send an article that is of interest to them,
  • Invite them to a seminar, networking event or fun event in which they would be interested.

Notice it’s all about them.

Stop selling (i.e. pitching your services) and start finding a way to help your prospective client in a
way that will allow them to enjoy your 5th through 12th contact with them.
____

Please forward this information to a colleague who you think would benefit; It must be forwarded it in its entirety.  All information is the copyright of Marketing Field, LLC © 2013

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that  when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous Rainmaking Recommendations you can find them at
www.jaimiefield.com The Enlightened Rainmaker Blog.

 

Rainmaking Recommendation from Jaimie Field: It's Not About Luck

Marketing Field's Rainmaking Recommendations are on hiatus until April, so today, I'm bringing you one from 2010 that seems particularly apropos following St. Patrick's Day. Jaimie's original post was published on St. Paddy's Day, 2010.

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In deference to the fact that today is St. Patrick's Day, today’s Rainmaking Recommendation is about Luck.

The fact is that to be a Rainmaker it is not about being lucky, it is about doing the work necessary to become a Rainmaker. Many attorneys will never become successful Rainmakers because they are unwilling to put in the effort which will make them successful Rainmakers.

Seneca , a Roman Philosopher & politician (5 BC to 65 AD) once said: “Luck is what happens when preparation meets opportunity.”

Are you prepared? Have you carved out time during your day, each day to perform one or more Rainmaking task? Are you getting out of the office and doing the work which will put you in the “right place at the right time?” If you take forty-five minutes per day, every day during the business week, you will actually have more than 18 hours of marketing time per month. Everyone has the ability to carve out that time from all of the wasted time necessary to become a Rainmaker.

Rainmakers do not rely upon luck; they have a plan which they put into practice on a daily basis knowing that all of the work will pay off.

Are you prepared to meet your “luck”?

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog.

Did you know you can schedule an in-house, customized Rainmaking training workshop for your law firm? begin telephone or Skype individual rainmaking training from wherever you are in the world with Jaimie? Call or email for more information.

 

Rainmaking Recommendation from Jaimie Field: Breaking the Ice

Bringing you a rainmaking recommendation from expert Jaimie Field today is apropos, since we're about to have a rainstorm come right through here. But Jaimie's focused on breaking the ice. 

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The title does not refer to the non-stop snow we have been bombarded with during the winter of 2014 in the northeast. Rather, it refers to finding a way to start a conversation during a networking event even if you are the self-proclaimed shyest person in the world.

The best way to break the ice is to get someone talking about their favorite subject.

What is that subject? Themselves.

Ask questions which elicit information about the person with whom you are speaking.

People love talking about themselves; they want others to know who they are. It’s time to stop worrying about what you are going to say about yourself and your practice and concentrate all of the conversation on the other person. Ask questions about their business, their lives, and their families and then just listen.

The biggest problem most of us have is not being able to actively listen to the answers. Instead we are waiting for an opportunity to chime in, to show them who we are and what we know.

Here are just a few questions you can use to break the ice:

  • Why did you start your company?
  • How did you get involved in this industry?
  • What do you like most about what you do?
  • o you come to these networking events on a regular basis?
  • What’s the most important issue affecting your business right now?

In addition to getting people to talk about themselves, if you listen carefully to their answers you 
will be able to find follow up questions to continue the conversation.

In fact, while trite, even asking someone about the weather, as bad as it’s been over the past few months, will allow you to start a conversation without too much effort.

PLEASE FORWARD THIS INFORMATION TO A COLLEAGUE WHO YOU THINK WOULD BENEFIT; IT MUST BE FORWARDED IT IN ITS ENTIRETY. ALL INFORMATION IS THE COPYRIGHT OF MARKETING FIELD, LLC © 2013

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog.

 

Rainmaking Recommendation from Jaimie Field: The 3 Little Words Never to Say to a Client

On this cold, snowy Wednesday, we're bringing you another excellent recommendation from expert Jaimie Field! This recommendation first appeared back in 2011, but like most of Jaimie's recommendations, it's timeless! 

If you're in the northeast of the US, stay safe out there! 

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When a client sends you an email or calls you on the phone with a question to which you do not know the answer, what is your typical response?

If it’s those three little words: “I Don’t Know”, you’ve committed a major faux pas with your clients.

Your answer should always be: “I don’t have the answer to that right this second, but I will find it for you. Let me get back to you shortly.”

This is because they are relying on you to be their advisor. They called you because they trust and like you; they know that you will help them find the answer to their questions. If you don’t know the answer, take a moment and find it for them. If you cannot find it, there is someone in your network of people (you are building your network of people – right?) who does know the answer.

This is when you either:

a) Call your contact who does know the answer and ask them to contact your client personally (a referral), or

b) You could call your contact and get the answer for your client and then call your client to provide them with the answer.

Your client will appreciate the fact that you found this answer for them and this will endear you to your clients. Happy clients give referrals.

While you will not know the answer to every question you are asked, you can try to find the answer. If, in the end, you still cannot find the answer, let the client know what you have tried to do to try obtain this answer. They will still appreciate that you have gone above and beyond for them.

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq.

Rainmaking Recommendation from Jaimie Field: You Cannot Do it All

Today, I'm bringing you another great post from Jaimie Field, Esq who advises us that we can't do it all when it comes to rainmaking tactics. 

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There are so many marketing and rainmaking tactics which you could use to build a book of business:

  • Networking
  • Social Media
  • Creating Referral Systems
  • Entertaining for Business
  • Joining Referral Networks
  • Writing Articles & Blog Posts
  • Presenting Seminars & Public Speaking
  • • Email & Email Newsletters

And this is only a short list. (Stay tuned to the Enlightened Rainmaking Blog for more information on each of those tactics above, plus more, and how to use for business development.)

But you cannot do it all. What happens to most attorneys is that they hear about a specific rainmaking and marketing tactic and try it out. Maybe you went to a seminar or webinar where the host said this is fool-proof. When it fails to produce immediate results, you drop it like it was covered in poo and say: It doesn’t work.

Each one of the above tactics does work for both Marketing and Rainmaking purposes. However, expecting success on the first outing is like expecting to drop 100 lbs in one month. It’s unrealistic (and unhealthy).

My suggestion is for you to pick no more than 2 to 4 tactics and use them consistently. Which ones?

Which ones will you do on a constant and reliable basis? Which ones are you more likely to do the steps that are necessary to be successful with that strategy? Which ones will reach your target market most effectively?

Instead of trying each tactic by throwing it on the wall and seeing what sticks, find a strategy or two you enjoy and then use it on a regular basis. In addition to attracting more clients, you will find that you are less stressed about your Rainmaking activities. Two very big pluses.

PLEASE FORWARD THIS INFORMATION TO A COLLEAGUE WHO YOU THINK WOULD BENEFIT; IT MUST BE FORWARDED IT IN ITS ENTIRETY.
ALL INFORMATION IS THE COPYRIGHT OF MARKETING FIELD, LLC © 2013

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog.

 

Rainmaking Recommendation from Jaimie Field: Planning Your Time

Jaimie Field, Esq brings us another valuable rainmaking recommendation on the theme of time today. For those of us who have finished (or are finishing) our marketing and business development plans for next year, it's a good reminder of why we're doing them. And if you think you don't need one, make sure to read ahead - you'll soon change your mind! 

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To continue with the theme of time...

The countdown to the New Year has begun. And this is when article after article and blog post after
blog post begin to appear about writing your marketing and rainmaking plans, how to set goals, etc. I am a big proponent of planning because as Benjamin Franklin once said:

“Those who fail to plan, plan to fail”

However, this is about time: the truth is more time is wasted by not having a plan than taking the time to develop one.

Let me explain: without goals and a plan for what you would like to accomplish and how you would like to achieve these goals, you have a tendency to be at the mercy of others and what they want – your clients, your associates and partners. And they will suck up your time, leaving you no opportunity to do what you need to do to control your career – that is, no time to do what you need to do to become a rainmaker.

Jim Rohn once wrote: “If you don't design your own life plan, chances are you'll fall into someone else's plan. And guess what they have planned for you? Not much.”

Further, without a plan, you have a tendency to drift from one project to another. This creates a lack of productivity. This is why you feel so exhausted at the end of the day but feel like you accomplished nothing.

Finally, without planning, you will find other tasks that suck up your time that are ineffective for reaching your goals – think social media, office gossip, and long random acts of “lunch”.

While I do advocate a yearly Rainmaking Plan, you will effectively manage your time if you plan for the month, the week or even today.

Planning is simple (but not easy): Take a moment to decide what you want to accomplish in the New Year – that is, your goal. Determine each little step you would need to accomplish this goal. Then, start planning when you are going to complete each little step, thus, managing your time.

Take control of your plan and plan your time – you will find less time wasted and more time being productive.

PLEASE FORWARD THIS INFORMATION TO A COLLEAGUE WHO YOU THINK WOULD BENEFIT; IT MUST BE FORWARDED IT IN ITS ENTIRETY. ALL INFORMATION IS THE COPYRIGHT OF MARKETING FIELD, LLC © 2013

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that
when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving
the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous
Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog.

 

Rainmaking Recommendation from Jaimie Field: The Mathematics of Time for Rainmaking

On this lovely Wednesday morning, we bring you another rainmaking recommendation from expert, Jaimie Field, Esq

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Over the next few Rainmaking Recommendations and blogs on JaimieField.com, we will be talking about time – your time and your clients’ time.   These posts will be about client service & productivity management, rainmaking and legal marketing. 

However, all will deal with a theme of time.

One of the biggest excuses I hear about why attorneys are not performing Rainmaking Activities is because they “don’t have the time.”

Just a quick mathematics lesson in time management for attorneys:

We are going to start with a few assumptions:

  1. That you are required to bill 2000 hours per year, and 
  2. That you like to sleep.

That means you have to average 40 hours a week for 50 weeks of billable time (I’m giving you two weeks of vacation a year – am I nice or what?) or 160 hours per month.

So let’s talk about just one month of time (and we aren’t even going to discuss working weekends):

On average, there are 20 business days per month. 

20 business days x 24 hours per day = 480 hours total hours.

480 hours – 160 hours (8 hours of sleep per night for 20 nights) = 320 hours left

320 hours – 160 hours of billable time per month = 160 hours left

Even if you work out 1 hour per day for those 20 working days you have 140 hours remaining per month.  Those 140 hours per month (and remember, this is only during the working week, this does not include weekends) equals 7 hours per business day to use any way you want.

Even if you take time to be with your family, your friends, pursue hobbies, etc., those 7 hours per day are yours.  Yes, I know you have to eat meals, but why not take an hour or so of those 7 hours to meet with a referral source for lunch?  Take 15 minutes to pick up a phone and call an old client to reconnect.  Send an email. Take an hour to write a blog post or use social media for business development. 

I am not asking you to spend the entire 7 hours per day on Rainmaking - I want you to have a life.  In fact, I am not requiring you to do anything per day – but how about taking a few hours of the 35 hours per week you have left to do something related to business development?  

If you want to build your book of business, you have to spend some of those hours connecting with, meeting with and creating relationships with other people – and that takes time. 

Please forward this information to a colleague who you think would benefit; It must be forwarded it in its entirety. All information is the copyright of Marketing Field, LLC © 2013

Rainmaking Recommendations are sent the first and third Wednesdays of the month.  They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq.  If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog.

Rainmaking Recommendation from Jaimie Field: What to Expect When They're Expecting

It's the first Wednesday of the month (how is it already November?) and that means it's time for a rainmaking recommendation from expert Jaimie Field, Esq!

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Great client service is about the client.

I know, how trite. But so true!

However, you need to understand that each client is truly different from each other. There will be some clients who will want to talk to you every hour on the hour. There will be others who don’t want to hear from you unless you have something to say. There are some who will want to nickel and dime you for every bill and others who will not even look at the total when they send the check.

Exceptional client service is really only three steps:

  1. Find out what each client is expecting,
  2. Determine how you are going to manage those expectations, and then
  3. Meet and, more importantly, exceed those expectations.

From the very first phone call, at the very first meeting, you need to suss out what your client wants from you as their attorney.

When you are discussing being retained you can find out what your clients’ expectations with regards to their interactions with you - how much information do they need and how often. You need to explain billing procedures and how you charge for your time. You need to agree on strategies for their legal issues.

Once you have determined their needs, it’s time to manage those expectations. We all know clients who will want to be unreasonable, the trick is to discuss with them what you can and cannot do with regard to their expectations. Determining what works with you both will help you continue to provide exceptional service to these clients.

Finally, exceed those expectations as often as possible.

What’s the payoff? Clients who are treated the way they require will become fans. Fans will become promoters. Promoters provide referrals.

Blog Posts you may have missed since the last Rainmaking Recommendation:

PLEASE FORWARD THIS INFORMATION TO A COLLEAGUE WHO YOU THINK WOULD BENEFIT; IT MUST BE FORWARDED IT IN ITS ENTIRETY. ALL INFORMATION IS THE COPYRIGHT OF MARKETING FIELD, LLC © 2013

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog.

 

Rainmaking Recommendation from Jaimie Field: Pick a Niche to Scratch their Legal Itch (Part 3 - How to Pick A Niche)

Jaimie Field continues her excellent series on niche marketing with this third installment! 

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In Rainmaking Recommendation # 86 we talked about Why Pick a Niche.

In Rainmaking Recommendation #87 we discussed What is a Niche

In today’s recommendation we will talk about HOW to pick a niche. 

There are many ways to pick a niche but here are some questions to ask yourself:

  1.  Who is your ideal client?  You need to define who it is you would like to work.  What does this group look like?  Is it based on a particular industry?  A socio-economic class?  I suggest that you pick two or three different groups of people with whom you are interested in working.  If you enjoy the people with whom you work and the practice you have chosen, you will become successful.
     
  2. Is your industry or niche big enough?  Do a little research.  Are there enough people in your chosen group to sustain a practice?
     
  3.  Who is your competition?  Are you competing for this niche with too many people?  Are you willing to do what it takes to set yourself apart in order to dominate this niche?  This is not to discourage you from going after this niche, but to determine whether you are willing to take the rainmaking steps necessary to do what you need to do to become known as the “go-to” lawyer. 

You may determine with these questions that there is too much competition, or that the niche isn’t big enough,  and that you would rather find a different niche (or even drill down further in a particular group) to go after.

Speaking of becoming a go-to lawyer and some tips on how to break into a particular niche, a colleague of mine, Cordell Parvin wrote a great blog “Who will become the “hot sauce” industry go-to lawyer”.   It is great reading and will help you understand that once you have chosen a niche you can find many ways to get the information and many methods of marketing yourself to that industry.   

Blogs you may have missed: 

The Shoemaker’s Kids Have No Shoes

Miley Cyrus as Marketing Genius and What You Can Learn For Legal Marketing

Please forward this information to a colleague who you think would benefit; It must be forwarded it in its entirety. All information is the copyright of Marketing Field, LLC © 2013  

Rainmaking Recommendations are sent the first and third Wednesdays of the month.  They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq.  If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog.

Rainmaking Recommendation from Jaimie Field: Pick a Niche to Scratch their Legal Itch (Part 2 - What Is A Niche)

We're back with installment two of Jaimie Field's series on creating a niche law practice - "pick a niche." 

***

The last rainmaking recommendation told you “why” you needed to start creating a niche law practice, however, just to reiterate:

  • You widen your visibility within a specific group,
  • It’s cost effective,
  • It levels the playing field,
  • You can get more referrals, andYou can position yourself as an expert.

Today we will discuss “what” a niche is in terms of developing your book of business.

A niche is . . . .”small but specific and well defined segment of the population. Niches do not 'exist' but are 'created' by identifying needs, wants, and requirements that are being addressed poorly or not at all  by other firms, and developing and delivering goods or services to satisfy them.”
www.businessdictionary.com

When most attorneys think of niches they think of specific business industries in which they can become involved. In fact, you can start to look for specific industries by going through the SEC’s Specific Industry Codes and continuing to drill down to each of the individual SIC/NAICS codes for the industry with which you would like to work.
http://www.naics.com/search.htm

However, niches can be defined by demographic information as well.

  • Age
  • Gender
  • Location
  • Ethnicity
  • Lifestyle
  • Hobbies
  • Socio-Economic

Each of these niches, as stated above, is demarcated by the fact that they are specific, well defined segment of population.

Your first job is to determine which niche it is with which you wish to work; the next Rainmaking Recommendation will be about “How to Pick a Niche.”



Please forward this information to a colleague who you think would benefit; It must be forwarded it in its entirety. All information is the copyright of Marketing Field, LLC © 2013

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog.

 

Rainmaking Recommendation from Jaimie Field: Stop Networking with People You Know at the Networking Event

On this first Wednesday in September, we have an excellent rainmaking recommendation from expert Jaimie Field - ILN members, as we jump into our own networking season with our European and Americas Regional Meetings upcoming, pay particular note!

***

It’s Networking Season again.

Did you ever notice how many invites for various networking events you receive for September and October? People are ramping up for business after a taking the summer off.

When you enter a networking event, what’s the first thing you do? If you are like most people, you go directly to people you already know. (More often than not if it is a legal association event you are probably standing in a group with members of your own firm.)

Why?

The point of a networking event is to meet new people. When you go to a networking event and hang around with people you already know you are performing a “Random Act of Networking” and just wasting your time.

Meet new people. Obtain their business card. Create a new relationship which could lead to new business or referrals.

As for the people you already know at the event – say hello, make plans to speak in the future to continue to grow that relationship, and then move on to meet new people.

PLEASE FORWARD THIS INFORMATION TO A COLLEAGUE WHO YOU THINK WOULD BENEFIT; IT MUST BE FORWARDED IT IN ITS ENTIRETY. ALL INFORMATION IS THE COPYRIGHT OF MARKETING FIELD, LLC © 2013

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog.

Rainmaking Recommendation from Jaimie Field: Random Acts of Golf

Today, we bring you another great recommendation from rainmaking expert, Jaimie Field

***

Let me start by saying, I am not a golfer. I don’t particularly have the patience for the short game, but I do like going to a driving range and beating the _____ (fill in the blank) out of a ball. However, on a daily basis I get invited to play golf for outings, fundraisers and by potential clients.

While I don’t play, and have found other avenues to spend a lot of time with potential clients and referrals sources (which will be written about on jaimiefield.com), golf can be an amazing way to do business. You have 3-5 hours of unfettered time with people who can become referral sources or prospective clients.

Notice I say “prospective clients.” This is because golf should not be considered the place where deals are made – sometimes they are, but more often than not, it’s about spending time with 3 other people in your foursome and getting to know more about them both personally and professionally.

In law, where creating relationships matters for obtaining referrals, golf can be an extremely effective networking tool – even more so than going to networking events where you are meeting many people in one event and going from one person to another.

Those 3 to 5 hours will allow you to create relationships. One of the major advantages of all of the time you spend on a golf course is getting to know the people in your foursome. Remember, “people do business with people they know, like and trust.” You don’t have to pitch them while on the golf course – you have to use this time to start creating the relationship which will lead to more business.

So I say, if you are a golfer – go play! Bring one or two people who you don’t know well but with whom you would like to do business. It’s a great way to get out of the office too!

P.S. That niche you would like to become well known in probably is having some sort of golf outing this summer. Why not get set up in a foursome where you can learn all about that niche? You have hours to ask a lot of questions about how to break into that niche.

PLEASE FORWARD THIS INFORMATION TO A COLLEAGUE WHO YOU THINK WOULD BENEFIT; IT MUST BE FORWARDED IT IN ITS ENTIRETY. ALL INFORMATION IS THE COPYRIGHT OF MARKETING FIELD, LLC © 2013

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog.

 

Rainmaking Recommendation from Jaimie Field: They Think I'm a Pest

Tonight, we kicked off the ILN's 25th Anniversary Annual Meeting with our welcome reception and dinner! We've been busily preparing for the conference, so today, I've got a great rainmaking recommendation from expert, Jaimie Field!

***

The part of Rainmaking that I try to pound into my client’s heads is “follow up, follow up, follow up.”

But how many times should you try to get in touch with someone before you become a pest?

There is no magic number. While some may say 3 times, others say 6 times and some say more. But if you think about what you do for a living, being an attorney, you need to realize that many people may not need your service at the exact moment you meet them.

Rainmaking = Relationships

It is your job, as a rainmaker, to keep your name and services (and the services of your firm) top of mind at all times so that when a potential client, current client or even a potential referral, has a need your name comes up first in their heads.

For example: if you are a real estate attorney, a person you meet may not be buying a house or leasing a business space at that time. However, when they do (and statistics prove that at some time they will), you want to be the one they call. However, if you aren’t the first person they think of, they will go to someone else.

There are so many ways to keep in touch without bombarding them with “sales calls” or non-stop emails about your work.

  • Send emails with information that is germane to their businesses or lives – it may have absolutely nothing to do with what you do. It’s about what’s of interest to them.
  • Call to find out how they are doing – just a friendly “what’s going on with you” call
  • Send newsletters about your work
  • ·Invite them to a seminar or event – even if you are not the one giving the event or presenting at the event, it
  • should be of interest to them. You can go with them and continue to build that relationship.
  • · Take them to a fun event – does your potential client like golf? Invite them to a golf outing that benefits another
  • group or charity.

What other ways can you think of to keep in touch without “selling” your services?

Rainmaking, as I reiterate over and over again, is about creating relationships. Each time you “touch” a client, in many different ways, you have the opportunity to create and deepen a relationship.

Please forward this information to a colleague who you think would benefit; It must be forwarded it in its entirety. All information is the copyright of Marketing Field, LLC © 2013

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog. 

Rainmaking Recommendation from Jaimie Field: Manners Matter

Jaimie Field is back on this cloudy Monday afternoon with another rainmaking recommendation which may seem like common sense to most of us, but she's absolutely right in pointing it out - manners matter. 

***

Lately, I have noticed a horrific lack of manners (even more so than usual):

  • Not saying “excuse me” when you have to interrupt someone;
  • Not saying: “thank you” for being helped;
  • Not apologizing for making a mistake or offending someone inadvertently;
  • Looking at your smart phone at inappropriate times (like when you have a client or colleague sitting in front of you);
  • Eating like a slob/pig or reaching across a table;
  • Taking phone calls when someone is in your office or worse using phones in inappropriate locations (like when you are with a cashier or in a restaurant or in the bathroom);
  • Being at a networking event and barging into a group without introducing yourself or asking to be introduced;
  • Walking through a door without holding for the person behind you (it doesn’t matter whether you are a man or a woman);
  • The lack of the word “Please”;
  • Interrupting someone who is talking and
  • Rudeness;

And so many more examples.

We have become a society which expects to get and get quickly without the traditional niceties with which some of us, or our parents, or our grandparents, have grown up. However, manners matter.

Remember, people do business with people they know, like and trust and one of the ways to get people to like us to have common courtesy.

Excellent manners can only help you to have better relationships with people you know, and help to create relationships with those you will meet.

PLEASE FORWARD THIS INFORMATION TO A COLLEAGUE WHO YOU THINK WOULD BENEFIT; IT MUST BE FORWARDED IT IN ITS ENTIRETY. ALL INFORMATION IS THE COPYRIGHT OF MARKETING FIELD, LLC © 2013

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog.

 

Rainmaking Recommendation from Jaimie Field: Spring Renewal

As we start to see signs of spring (hopefully!), Jaimie Field challenges us to think about our rainmaking efforts and goals. In fact, on Monday, I took some time to review my marketing and business development plan for 2013, to make sure I was on track with my goals for the year, and set forth a plan for the next quarter.  How are you doing on your plan? 

***

One-quarter of this year is already gone.

For most of us in the world, spring is on its way (although on the East Coast of the United States, it seems like this won’t happen). What usually happens in spring? The flowers begin to bloom, the trees get their leaves back, and the world seems to come alive again.

What about your Rainmaking efforts?

Have they hibernated during the winter? Did you hunker down and not get out to network or meet with prospects, referral sources?

Did you neglect to service your blog? (I admit to not doing this myself – but please keep an eye on it for some new posts.)

Did you come up with every excuse in the book not to achieve the goals you set at the beginning of the year (did you even set goals at the beginning of the year?).

Maybe you can think of spring as a time of new growth. You can look at this time, when the weather becomes better, to renew your commitment to achieving your rainmaking goals.

So pull out the Rainmaking Plan that you began in January (or commit to creating one that you will start to implement now) and start to put into action all of the activities you know will grow your book of business.

PLEASE FORWARD THIS INFORMATION TO A COLLEAGUE WHO YOU THINK WOULD BENEFIT; IT MUST BE FORWARDED IT IN ITS ENTIRETY. ALL INFORMATION IS THE COPYRIGHT OF MARKETING FIELD, LLC © 2013

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving  the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog.

Rainmaking Recommendation from Jaimie Field: Predict your Own Future

The ILN is celebrating it's 25th Anniversary this year, so I've been busy putting the final touches on our upcoming annual meeting in London, which is where it all began! So I'm grateful for today's blog post from Jaimie Field, who has a great recommendation for you!

***

I can predict your future (even if you cannot):

If you are doing the same thing today that you were doing yesterday, and the day before, and the day before that, you will get what you have always gotten.

There is an oft used definition of “insanity”: Doing the same thing but expecting different results.

So how will you change your future? What will your practice look like in 6 months? A Year? Five?

If you cannot picture what you will be doing in your practice in the future, how can you know what steps to take to get there?

Part of Rainmaking success is about determining what you want for your life and making moves to head towards what you envision. Often, we spend our time either doing what others want us to do, or not knowing what we want to do. This leads to wasted hours of “random acts of marketing “and the spending of massive quantities of money with no return on investment.

Isn’t it time you determined what you want your practice to look like in future (both near and far)?

By determining what you want your practice to look like in the future, you can then decide what marketing and rainmaking tactics may work best to get there. Then take the steps to just do it (forgive the Nike commercial).

And if you need help figuring out what specific step to take send me an email.

PLEASE FORWARD THIS INFORMATION TO A COLLEAGUE WHO YOU THINK WOULD BENEFIT; IT MUST BE FORWARDED IT IN ITS ENTIRETY. ALL INFORMATION IS THE COPYRIGHT OF MARKETING FIELD, LLC © 2013

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog.

 

Rainmaking Recommendation from Jaimie Field: It's Not What You Know

I've been traveling on an 11-day trip around the world, currently in the Philippines for our 2013 Asia Pacific Regional Meeting. So I'm glad to be able to share Jaimie Field's recommendation this week while I'm on the road! 

***

It’s not what you know.

It’s not who you know.

It’s about who knows what you know.

How are you making sure that the public knows about what you know?

You have to proactively tell the public what you know. Not by shouting from the rooftops but by intelligently, systematically and consistently showing others how you can solve their legal problems.

There are so many marketing tactics which you can use to showcase your knowledge. For example:

  • Networking
  • Social Media
  • Blogging
  • Public Relations
  • Seminars
  • Social Events hosted by your firm
  • Writing Articles

And this is only a partial list of how you can showcase your knowledge and expertise as an attorney.

But if all you are doing is grinding out work from behind a computer, you are an anonymous figure and no one will really know what you do. (In fact, others may take credit for your work.)

So carve out some time from your week, EVERY WEEK, to do something that will get your name and your knowledge out in the public eye.

Please forward this information to a colleague who you think would benefit; It must be forwarded it in its entirety. All information is the copyright of Marketing Field, LLC © 2013

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog.

 

Rainmaking Recommendation from Jaimie Field: Go the Extra Mile

This morning, I'm bringing you another great recommendation from rainmaking expert, Jaimie Field, Esq!

***

There truly is a difference between “doing your job” and “going the extra mile”. It is this difference that will skyrocket your rainmaking efforts as people begin to talk about the fact that you are no ordinary attorney.

How do you “go the extra mile”?

It’s not that difficult. It is truly the little things that count. For example you can:

  • Return a call or email within 24 hours (or have your assistant return the call and schedule time to speak with them);
     
  • Find out, prior to a meeting, what they like to eat or drink and make sure it is available to them at the time they come to visit;
     
  • Listen to them carefully for moments you can help them with something that has nothing to do with practicing law. For example, if their back is bothering them, refer them to a chiropractor. If a birthday is coming up, recommend a great restaurant. If they need a contractor to renovate their home, refer a reputable one.
  • Admit when something goes wrong and make sure to find a way to rectify it. Too often we try to sweep mistakes under a rug as we don’t want to be perceived as infallible as attorneys.
  • Don’t make promises you cannot or will not keep. You cannot win every case, and you don’t know the outcome. You can only rely on past experience.
  • Be genuinely thankful for the opportunity to work with them.

With almost 1.5 million attorneys practicing in the U.S. there are few things you need to remember:

  1. The number one reason people leave their attorney is “attorney indifference.” They can, and will, go elsewhere if they don’t feel like you are taking care of them;
  2. While statistics vary considerably, more people will talk about a bad experience than a good one.  And this is exponentially multiplied when you factor in the internet as a way to spread the news.  This can be a great way to make sure clients never come to your office again; and
  3. When you go that extra mile and you now have the ability to legitimately ask your clients for referrals.

How are you going to “go the extra mile?”


PLEASE FORWARD THIS INFORMATION TO A COLLEAGUE WHO YOU THINK WOULD BENEFIT; IT MUST BE FORWARDED IT IN ITS ENTIRETY.
ALL INFORMATION IS THE COPYRIGHT OF MARKETING FIELD, LLC © 2013

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that
when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving
the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous
Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog.

 

Rainmaking Recommendation from Jaimie Field: For the Price of A Cup of Coffee

Time for another great recommendation from rainmaking expert & coach, Jaimie Field!

***

Rainmaking does not have to cost a lot of money.

Many attorneys are spending tens of thousands of dollars on websites, SEO tactics, listing services which promise 30 clients in 30 days, buying books on Rainmaking that they don’t actually implement (or worse – don’t read), and this is just a short list. In fact, think about all of the money you spent in 2012 to get new clients. You need to figure out what is actually worth spending money upon.

However, there are a ton of low cost and no cost Rainmaking Tactics which you can implement in your practice. But the key is to actually use them – consistently and constantly.

Here are a quick 5:

  • Create a monthly newsletter;
  • Have a memorable business card;
  • Blog;
  • Offer to speak at a seminar;
  • Use Social Media to meet potential clients;

And finally,

For the price of a cup of coffee, you can meet with a referral source at a diner and connect with them.

PLEASE FORWARD THIS INFORMATION TO A COLLEAGUE WHO YOU THINK WOULD BENEFIT; IT MUST BE FORWARDED IT IN ITS ENTIRETY.
ALL INFORMATION IS THE COPYRIGHT OF MARKETING FIELD, LLC © 2013

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog.

If you have received this email from a colleague or friend and want to receive Rainmaking Recommendations to your email, sign up at www.marketingfield.com

DID YOU KNOW YOU CAN SCHEDULE AN IN-HOUSE, CUSTOMIZED RAINMAKING TRAINING WORKSHOP FOR YOUR LAW FIRM? BEGIN TELEPHONE OR SKYPE INDIVIDUAL RAINMAKING TRAINING FROM WHEREVER YOU ARE IN THE WORLD WITH JAIMIE? CALL OR EMAIL FOR MORE INFORMATION.

 

Rainmaking Recommendation from Jaimie Field: The True Secret To Rainmaking

What better way to kick off the new year here at Zen than a rainmaking recommendation from expert Jaimie Field? 

***

Shhhh… don’t tell anyone – particularly the other Rainmaking Trainers and Legal Marketing “experts” out there.

There is no one way to become a rainmaker.

If you have been trying to fit yourself into a mold of what a rainmaker looks like  or does and it hasn’t been working, the reason is that you are not being authentic to yourself.

There are literally hundreds of different Rainmaking Tactics and Techniques that you can use*, but if you are using one because you heard it was “more effective” than others and it is still not bringing you in clients, then you are not using the right tactic or technique for you.

Not everyone should blog nor should everyone should give public seminars. The fact is that each lawyer and law practice is different and using a technique or tactic which you are not comfortable doing will only cause you to stop taking action. And it is action that will make you a rainmaker.

The key thing is that Rainmaking is about creating relationships. Find the one or two or three Rainmaking techniques that allow you to create relationships with others and perform those consistently.

*A blog will be posted on Friday, January 5, 2013 on JaimieField.com with a list of Rainmaking and Legal Marketing Activities which you can consider using to grow your books of business.

PLEASE FORWARD THIS INFORMATION TO A COLLEAGUE WHO YOU THINK WOULD BENEFIT; IT MUST BE FORWARDED IT IN ITS ENTIRETY. ALL INFORMATION IS THE COPYRIGHT OF MARKETING FIELD, LLC © 2012

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving  the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog.

 

Rainmaking Recommendation from Jaimie Field: How to Get There

Today's recommendation from Jaimie Field comes at the perfect time, just as we're all assessing our year and putting together our goals and plans for 2013. 

***

In Rainmaking Recommendation #67 – Conduct your own Attorney Review you were asked to look back at where you have been.

In Rainmaking Recommendation #69 – Dream Big you were asked to determine where you want to go.

Rainmaking Recommendation #70 is about how to get there.

And this means creating your Rainmaking Plans.

A good rainmaking plan takes into account the where you were, the where you want to go and puts it together with the steps you need to get there.

Many, many, many articles and blog posts have been written about how to set goals.
The acronym S.M.A.R.T. is frequently used to explain how to do this.

(A quick review of this acronym):

S - Specific – do you have a specific goal?
M - measurable – can you measure your progress?
A - Actionable – can you take action on this goal
R- Realistic - Is it a Realistic Goal?
T – is it Time-bound – does it have a deadline?

And of course, if you have read other blogs on www.jaimiefield.com you will know that I talk about SMART-Y goals with a Y – which stands for “You”; is it your goal?

One of the most important parts of this acronym to focus on is the “A” or the action steps you are going to take to reach these goals. What specific actions are you going to take to make your Rainmaking dreams reality? What rainmaking tasks will help you achieve your goals?

You would never try to drive somewhere you’ve never been without directions (including a GPS). Give your Rainmaking Plan a chance to succeed by taking the time to list all of the actions you want to take this year which will help move you toward your goals. Each step you take towards an objective, the closer you will get to achieve your goals. 

Oh, and if you are lost – ask for directions (please feel free to email any questions at all).


ALL INFORMATION IS THE COPYRIGHT OF MARKETING FIELD, LLC © 2012

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog. 

 

ILN Marketing Webinar: In-House Marketers' Guide to Motivating Attorneys to Rainmaking Success

It's been a festival of webinars over here lately, so I've got one more recap for you this year! Yesterday, we hosted Jaimie Field, esq. of Marketing Field, who presented on the in-house marketers' guide to motivating your attorneys to rainmaking success. 

Jaimie kicked off by saying that the short version of her presentation is that you can't motivate them. It's not possible to motivate someone else - they have to motivate themselves. But what the in-house marketers or marketing partners CAN do is to provide the attorneys at their firm with the tools they need to help them to motivate themselves to rainmaking success. 

While Jaimie didn't address specific tactics, she did identify what attorneys need from their in-house marketers in terms of their marketing genius and motivating prowess. 

Often, attorneys lump marketing and rainmaking into one category. But they're not the same - marketing is communicating what you can do to prospective clients, while rainmaking is converting those people into clients. 

There are two types of marketing - reactive and proactive.  Jaimie shared a slide that offered examples of the tactics that fit into each category. 

Reactive

  • Advertising
  • Websites
  • Yellow pages
  • Brochures
  • Newsletters
  • Articles
  • Client Surveys
  • Seminars & public speaking
  • Email and email newsletters
  • Direct mail
  • Blogs
  • Social media
  • Interviews
  • Public relations

Proactive

  • Networking
  • Referral systems
  • Entertaining for business
  • Law firm networks
  • Warm nominators
  • Cold calling
  • Articles
  • Client surveys
  • Seminars & public speaking
  • Email and email newsletters
  • Direct mail
  • Blogs
  • Social media
  • Special events
  • Trade shows
  • Public relations

As you can see, there is a lot of crossover between the two lists. However, the proactive activities are the ones to focus on because proactive marketing equals rainmaking. Proactive marketing allows attorneys to personally connect with potential clients or referral sources, and what makes it "rainmaking" is taking it from this stage of connection to creating relationships with these people. 

As we've talked about here before at Zen, people do business with those they know, like and trust, and rainmaking is about creating these kinds of relationships. While many of the activities on the proactive marketing list are things that marketers can either do for their attorneys, or at least start for them, it's up to the marketers to teach their attorneys how to follow up on each of these to create those relationships, as well as convince them to follow up.  For example, the marketing department may set up a special event for the firm, but the attorneys have to attend the event, talk to the other guests, and follow up with them afterwards. 

Jaimie said that people are motivated by two things - pleasure and pain. Different people will have different motivations, such as more money, more recognition, time off from work, promotions, opportunities for learning, etc. Each of these things represents either an attempt to pursue pleasure or avoid pain. Jaimie used the example of someone who is motivated by money, saying that they are usually a person with a fear of not having enough. 

So when attempting to motivate someone, it's necessary to identify whether they're seeking pleasure, or attempting to avoid pain. How to do this? By listening. Jaimie said that marketers need to become both psychic and psychologist - and to do this, they need to ask the right questions and then listen for the answer.  She added that coach Cordell Parvin always says: 

Teaching is about giving the right answers; Coaching is about asking the right questions." 

Listening is an art, so to excel at the art of listening, you need to: 

  1. Turn your body to fully face the attorney with whom you are speaking. 
  2. Listen to their answers. Do not talk at all. Let them talk until they are finished - this can be difficult because we have a tendency to wait for an opportunity to respond, rather than just to listen, but it's essential to train yourself to do this. 

So what kinds of questions should marketers be asking their attorneys? The first is "What are your goals for your practice?"  If it's necessary to help them clarify the question, ask them specifically how much money they want to earn, how they want to be perceived by the public, and how they want to be perceived within the firm. 

Use the acronym SMART to help the attorneys set goals that are concrete and specific - this stands for Specific, Measurable, Actionable, Realistic, and Time Bound or Time Sensitive (has a deadline). Jaimie illustrated this by using the example of wanting to lose weight. To do so, she would set a SMART goal by making sure it's...

  • S = Specific: Lose 20 pounds (this is more specific than "I want to lose weight.)
  • M = Measurable?: Yes. 
  • A = Action: Can I take action? Yes - eat less, eat healthier foods, work out. 
  • R = Realistic?: This depends - is it a healthy, reasonable goal for you? 
  • T = Time Bound or Deadline: A reasonable deadline is 2 pounds per week, or 10 weeks. 

Jaimie added another criteria in there, making it a SMARTY goal - the Y stands for YOU. It has to be the goal-setter's goal, and not someone else's, to get the commitment of the attorney. The only time that the goal setter can achieve someone else's goal is when there is enough pain associated with not achieving it - such as a doctor telling their patient that they will end up in the hospital if they don't lose weight. 

The next question to ask the attorneys is "Why do you want to achieve this goal?" They may be looking for success/achievement, because of anxiety or fear - to avoid failure, to get approval, praise or acceptance, because of curiosity/wanting to be exposed to interesting work, or acquisitiveness, like tangible material benefit. 

Once the marketer knows the "why" behind the attorney's goal, he or she can ask them whether they're truly committed to achieving it. And at this point, the marketer can help them to set up their rainmaking plan, which will include their expectations, deadlines and follow up.  Jaimie emphasized that the plan has to be the attorney's plan, and not the firm's plan for them. 

Marketers have the ability to teach their attorneys how to correctly use the various tactics Jaimie mentioned earlier - this training is important, since law school doesn't teach attorneys how to be business people, and the fear of failure keeps many attorneys from trying. But if attorneys don't start rainmaking, they won't have a book of business. Attorneys are trained to "find the win," though, so marketers can teach them the winning strategies. 

Along with educating them, marketers need to seek their attorneys' input regularly to find out how they feel about how they're doing, and what is or isn't working for them.  For example, the marketer may find out that an attorney committed to attending networking events hasn't been going. It's important to identify why that might be. In some cases, the attorneys will be shy, but Jaimie said that even if they're extremely shy, it's possible to teach them how to network. Suggest to them that they look for where the food  or bar is, and identify the other shy person in the room who is likely on the edges of the room, and seek them out.

She also suggested touching on these points when soliciting input and feedback: 

  • Why do you think this isn't working for you? 
  • Are you afraid to use one of the tactics? 
  • Do you need more knowledge on how to do something? 
  • Seek their input to develop ideas that work for them. Empower the attorneys to come up with their own ideas. 

The other component necessary to effectively motivating attorneys is to provide immediate and personal feedback. As an example, if an attorney attends a networking event, talk to them the following day about how it went, and give them an "atta boy." Help them to follow up with all of the business cards they received, rather than just leaving them on a corner of their desk. This kind of feedback will help them to feel good about themselves.

Jaimie shared a quote from Mary Kay Ash of Mary Kay cosmetics to illustrate this point: 

Pretend that every single person you meet has a sign around his or her neck that says: 'Make me feel important.' Not only will you success in sales [rainmaking], you will success in life."

People inherently want to feel important and valued, so if you can make them feel appreciated, this will validate your relationship with them. Jaimie cautioned that it's important to be genuine with this feedback though, and these will have a domino effect. She further suggested that attorneys similarly give positive feedback to their clients. 

As part of this, build a culture of acknowledgement within the firm - it may be necessary to get buy-in from the managing partner or management committee. Some of Jaimie's suggestions for how to do this include: 

  • Emailing the firm when an attorney has written a blog post. 
  • Praise the attorneys in social media for their accomplishments and ask others in the firm to share your post with their followers/connections. 
  • Share "wins" within the firm, especially with management or practice leaders. 

When someone feels good about something, they will keep doing it.  So if an attorney is not acknowledged for writing blog posts, they may wonder what the point is of doing them.  Building this culture of acknowledgement will reinforce the activities of the attorneys, and these activities will also secondarily have the effect of boosting the marketer's profile as well. 

While it may sound corny, Jaimie admitted, it's also essential to say "thank you." She noted that these two words will do more to increase productivity than any others in the English language. 

Jaimie then went back to the motivators of pleasure versus pain, saying that once the marketer determines how their attorneys are motivated, they can put together a list of the costs if they don't do the activity or the benefits if they do (depending on their motivation). 

But even with all of this motivation, marketers will still find that, as Adrian Dayton says, SWSWSW - "Some Will, Some Won't, So What." There will be attorneys who will never be interested in being rainmakers, so marketers should spend their time on those who are! 

Thanks to Jaimie for a great session! 

Rainmaking Recommendation from Jaimie Field: Dream Big

Happy Thursday all, and welcome to another one of Jaimie Field's excellent rainmaking recommendations - keep these in mind as you start to make your plans for 2013!

***

In Rainmaking Recommendation #67 – Conduct your Own Attorney Review, we discussed Performing your own Attorney Review by determining:

  • what you did this year that worked to bring in new clients;
  • what didn’t work ; or most importantly,
  • If you did ANY of the work necessary to build your book of business.

This “looking back” will you help you to look forward to create your rainmaking plan. Now that you know where you have been, you need to determine where you want to go.

There is an oft repeated proverb that says: “He who fails to plan, plans to fail”. But before you begin to plan, you have to determine what you want to achieve.

So take the time to start writing down what it is you want this year. How many clients do you want? How much money do you want to earn? Do you want to write a novel? Run a marathon?

Don’t worry about how you are going to get right this second, (we will discuss the how in the next Rainmaking Recommendation). Just write down what YOU want.

The key here is that it has to be what YOU want to accomplish. If it’s not your goal, it will never be accomplished because you will have no desire to the work necessary to achieve it.

Just remember what Ben Stein (yes, I am quoting Ferris Bueller’s Teacher, but if you didn’t know he was also President Ford’s and President Nixon’s speech writer) said: "The indispensable first step to getting the things you want out of life is this: decide what you want."


PLEASE FORWARD THIS INFORMATION TO A COLLEAGUE WHO YOU THINK WOULD BENEFIT; IT MUST BE FORWARDED IT IN ITS ENTIRETY. ALL INFORMATION IS THE COPYRIGHT OF MARKETING FIELD, LLC © 2012

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving  the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog.

Rainmaking Recommendation from Jaimie Field Esq - Thanks Giving

As we in the US celebrate Thanksgiving tomorrow, there is much to be grateful for. Our thoughts and prayers are with those affected by Hurricane Sandy, who will be unable to celebrate their traditional Thanksgiving, and the family of a high school classmate of mine, whose young daughter is battling leukemia. 

With that, here is Jaimie Field's latest rainmaking recommendation...

***

Think about the holiday that is tomorrow in the United States: Thanksgiving.

Now look at the words that make up this term: Thanks and Giving. When was the last time you gave a “thank you” to the people who are in your life? Your clients, your referral sources, your family?

Thank You” is one of the most powerful phrases you can use and they can transform your rainmaking and business development as well as your life. Yet, we sometimes forget to say thank you to others because we are so busy with our own lives.

Thank you” is an expression of gratitude that you give to others for everything they have done for you. When you genuinely thank someone for what they have done for you, whether it is big or small, you will find that people will go out of their way to try to help you even more because they know you are appreciative.

And while we set aside one day a year in the United States as a day of gratitude, it is a phrase you should be using always and often.

And on a personal note:

It is with deep gratitude that I thank all of the readers of these Rainmaking Recommendations. 
Please enjoy a safe and happy holiday.


PLEASE FORWARD THIS INFORMATION TO A COLLEAGUE WHO YOU THINK WOULD BENEFIT; IT MUST BE FORWARDED IT IN ITS ENTIRETY. ALL INFORMATION IS THE COPYRIGHT OF MARKETING FIELD, LLC © 2012

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that
when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving 
the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous
Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog.

Rainmaking Recommendation from Jaimie Field Esq - Conduct Your Own Attorney Review

I may still be out of the office on vacation, but here's a great recommendation from expert Jaimie Field! 

***

Want to hear a scary fact? There are only 54 days left to this year.

We are coming down to the end of 2012. What did you do this year to grow your book of business?

You need to conduct your own review of your activities.

If you work in a firm, you may be required to have an “Attorney Review” to determine what you accomplished in 2012. If you are a solo practitioner, you should consider doing this exercise on your own.

Performing your own Attorney Review will help you determine:

  • what you did this year that worked to bring in new clients;
  • what didn’t work ; or most importantly,
  • If you did ANY of the work necessary to build your book of business.

Most attorneys have a tendency to get caught up in the day-to –day practice of law: Writing briefs or contract, researching the law, litigating cases, etc.

This means they do not take the time to do the activities: blogging, social media, networking, public speaking, writing articles, meeting with referral sources, etc., that will lead to more business.

You need to be honest with yourself. Do not make judgments; just determine whether you actually did the tasks you would need to do to build a book of business on a consistent basis. Just blogging occasionally, or going to a networking event but not following up with the people you met, or using Social Media to meet the people you want to meet on a consistent basis, will not help you grow your client base. (Think of it this way: most people do not wake up good at a particular hobby - like golf, or playing an instrument. You have to practice consistently, possibly take lessons, and learn from your mistakes, in order to get better.)

Once you have figured out whether you did (or didn’t) do the work necessary and what worked (or didn’t) you can begin to plan for next year.

And the first part of your plan just may be committing to do the things you need to do.

Please forward this information to a colleague who you think would benefit; It must be forwarded it in its entirety. All information is the copyright of Marketing Field, LLC © 2012

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog.

 

Rainmaking Recommendation from Jaimie Field Esq - How are you going to get there?

Here's our latest recommendation from expert Jaimie Field

***

Last night was the 2nd Presidential Debate. Did you watch?

Were you struck with the same question I was during the entire event?

“How?”

Each of the candidates outlined their goals for the country but neither one explained how they were going to do it.

What does this have to do with Rainmaking? We all have the goal of getting new clients and more client matters from the clients we already have. The question is how are you going to get there.

Now more than ever, it is important for you to begin planning those “how’s”. We are in the last quarter of the year. Now is the time to think about the past year and begin thinking about next. Did you achieve the goals you wanted to this year?

More importantly, did you have a plan to achieve those goals?

Now is the time to write down your goals for next year and then determine what networking, marketing, social media and other Rainmaking tasks you are going to do to get the goals accomplished. There are so many sources you can use to get ideas on techniques and tasks that will help you achieve them.

Goals are great. But if you do not have the plan to achieve them they are really only wishes.

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog.

Rainmaking Recommendation from Jaimie Field: You Never Know Where You Will Meet Your Next Client

Today, we have another fabulous recommendation from Jaimie Field. Tomorrow, I'm heading to Madrid for our 2012 ILN European Regional Meeting, so you'll be seeing some posts coming up from our sessions there, and in the meantime, enjoy reading Jaimie's recommendation! 

***

Rainmaking Recommendation #64: You Never Know Where You Will Meet Your Next Client

(There will be a reader who will see themselves in this Rainmaking Recommendation because he was one of its stars.)

Last week I was working at a client’s law office. I went outside on this absolutely gorgeous day to
take a break and saw a gentleman in the parking lot that had a flat tire. While I personally could not
help him change a tire (that’s what AAA if for), we began speaking and in the course of a five minute
conversation learned that he may have a legal issue with which one of the attorneys in the firm
may be able to assist him. So while he continued to change the tire, I ran back inside to grab the
attorney and personally introduce him to the gentleman outside.

I also tell this story about a client of mine who was divorced with kids who was talking to another
divorced father on a line in Burger King. Within minutes they were all having lunch together and
my client had found the owner of one of the biggest companies in the area who just happened
to be looking for a new attorney. This business owner introduced my client to more and more of
his friends who also owned businesses and the referrals have still not stopped.

The point is this: You never know where you are going to meet your next client. You have to learn to
begin talking to anyone and everyone and learn about them.

Networking does not have to be in large groups. Networking is truly done one on one. That next
person you are speaking with may turn out to change your entire law practice.


Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog
 

 

Rainmaking Recommendation from Jaimie Field: Re-Evaluate Your Associations

We're bringing you some more great advice today from rainmaking expert, Jaimie Field

***

Look at your calendar.

If you are like me, your September is always filled with networking events – traditionally this is the time that associations get back to business and lots and lots of activity.

Time is a precious commodity. You do not have all the time in the world to be involved with every organization.

Maybe now is the time to evaluate the groups with which you are involved. Ask yourself the following four questions:

  1. How long have you been in that group?
  2. Do you like the people in the group?
  3. Have you received any business from that organization or association?
  4. Are you learning anything being a part of this group that will help you in your career?

If the answer to these questions is NO, then it’s time to rethink your membership with the following caveats:

  • If you haven’t been in the group that long, you need to give it a true shot, unless. . .
  • You really dislike the members of the group. Then it’s just time to get out.
  • If you haven’t given any business to any others, no one is going to give business to you.

Join the associations and create relationships with people who will either provide information that will help you learn more or who will help you grow your business. You do not have enough time to join every organization out there.

One last thing: Just because you leave an association doesn’t mean that you cannot keep in touch and continue to grow relationships with the people you like who you met in that group.

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving  the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog

Important Note: Before you implement any advice, please make sure that these recommendations do not violate the ethical rules of the associations governing attorneys/solicitors/barristers in your country. Marketing Field, LLC and Jaimie B. Field, Esq. does not take responsibility for the implementation of any advice which is not permitted by the ethics rules of the various authorities governing attorneys in your country.
 

 

Rainmaking Recommendation from Jaimie Field: I'm too busy

Here's a perfect recommendation from Jaimie Field as we head towards the end of August and into September, which is traditionally a very busy month after all the summer holidays! 

***

Have you ever used the excuse: “I’m too busy.”

Really?

How busy are you? Have you ever tried to figure out where you are spending your time?
Are you really so busy that you cannot find 15 to 30 minutes in your day to do one activity
that could build your book of business?

One of the exercises I ask my Rainmaking clients who claim they are “too busy” to undertake
is to spend three days capturing every single moment of their day from the time they wake up
to the time they go to bed. They are to write down every single thing they do and the amount
of time it took. No judgments are made about how they spend the time.

What is an inevitable is the wake-up call to the amount of time that is spent on activities which
are truly a waste of time.

Now, I am not saying you cannot take breaks, watch TV or have time for fun, family or friends.
In fact, I encourage it. But with 24 hours in a day, you should be able to find 15-30 minutes to
do one rainmaking activity that could lead to growing your book of business.

PLEASE FORWARD THIS INFORMATION TO A COLLEAGUE WHO YOU THINK WOULD BENEFIT; IT MUST BE FORWARDED IT IN ITS ENTIRETY. ALL INFORMATION IS THE COPYRIGHT OF MARKETING FIELD, LLC © 2012

DID YOU KNOW YOU CAN SCHEDULE AN IN-HOUSE, CUSTOMIZED RAINMAKING TRAINING WORKSHOP FOR YOUR LAW FIRM? BEGIN TELEPHONE OR SKYPE INDIVIDUAL RAINMAKING TRAINING FROM WHEREVER YOU ARE IN THE WORLD WITH JAIMIE? CALL OR EMAIL FOR MORE INFORMATION.

 

Rainmaking Recommendation from Jaimie Field: "If you always do what you've always done. . ."

Today, rainmaking expert Jaimie Field is using one of my all time favorite quotes for her rainmaking recommendation!

***

Rainmaking Recommendation # 59: “If you always do what you’ve always done. . .”

"If you always do what you've always done, you'll always get what you've always got." Henry Ford (1863-1947), American founder of the Ford Motor Company

The above quote is in response to a question I received from a new client who has been practicing law for more than 15 years who, in our first coaching session, asked: “Why am I not getting new clients?”

When I asked what they were doing to get new clients, to paraphrase, they basically said, “not much.”

Well, if you are not doing anything to get new clients how are you going to get new clients?

Rainmaking is simple, but it is not easy.

It will require that you actually DO something to meet new people, create relationships with those people, convert them into paying clients, provide excellent service to them, continue to work with them on other matters by cross marketing to them and then obtaining referrals from them.

Do one small thing every day that: 
• will put you in front of a new prospective client; 
• will solidify a relationship with a person you know;
• will provide the best client experience for a current client;
• will make it easy for a client to refer you to someone else who could use your services.

Proactivity is the key to Rainmaking success.

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog

Rainmaking Recommendation from Jaimie Field: The Golden Rule

Here's the latest rainmaking recommendation from expert Jaimie Field!

--

Everyone knows The Golden Rule: “Do unto others as you would have done unto you.”

It is oft repeated; it is said in many ways in every religious belief. It is taught to us by our parents when we are children even if we are not brought up with a religious background (“Treat others the way you want to be treated”).

Yet, as attorneys, we have a tendency to forget this rule.

This is not because we are bad or immoral people. The nature of the legal field is adversarial. It is almost always one party against another. We are trying to win for our clients. So by hook or by crook, as long as it is ethical, we will treat our opposition the way we need in order to achieve our clients’ goals.

However, for Rainmaking purposes, not following the Golden Rule is going to cost you clients, potential clients and referral sources. If you come across as aggressive and antagonistic to everyone, you will not win.

Think about how you like to be treated: with kindness, respect, empathy and value. Now treat everyone you know and meet like this, regardless of who they are and what they do. You never know from where your next client or referral will come.

Rainmaking is about creating relationships. For those who read these Rainmaking Recommendations and the blogs have seen me write, over and over again, “People do business with people they know, like, and trust. “ No one will like or trust someone who always comes across as belligerent, forceful or uncompromising.

Being adversarial in the court room is warranted; being adversarial in life will cost you clients,  referral sources and friends.

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving  the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog.

 

Rainmaking Recommendation from Jaimie Field: Broken Chains

Once again, we have an excellent rainmaking recommendation from expert Jaimie Field

So you went to a networking event. You met some really wonderful people. You got their business cards.

You think there is some way that you can potentially do business. You left the event after having a great time.

You went home. And then… you did nothing!

You didn’t write a “Nice to Meet You Note”

You didn’t send an email.

You didn’t call to make a coffee date.

You didn’t connect with them on social media sites.

You didn’t let them know you were interested in getting to know more about them or their business.

You’ve broken the chain.

Think of Rainmaking as a “Relationship Chain” - a chain of links which ends in business. Sometimes these chains are short just a few links long and you get business almost instantaneously. But sometimes these chains stretch for long lengths.

Just because you have met someone, or connected with them on a social media site (Linked In, Twitter, Facebook, Pinterest) doesn’t mean you have a relationship chain. Chains are built one link at a time and you need to continually build this chain until it is strong enough to create a relationship which results in business.

If at any point you break this chain, you break the ability to further this relationship and it is relationships which bring in new clients and referrals.

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog

 

Rainmaking Recommendation from Jaimie Field: The Sweetest Sound

It has been an unusually busy month of travel for me here at the ILN - I did the calculation the other day and realized that by next Tuesday, I will have flown 32,346 miles in 34 days. 

Whew.

So I'm gratefully bringing you another excellent rainmaking recommendation from expert Jaimie Field while I'm circling the globe again - and Jaimie's writing on something that's near and dear to my heart: getting a person's name right. I can't tell you the number of times I've been addressed as "Lindsey" by someone looking to do business with me, when the correct spelling is part of my email address. And don't get me started on people who think my name is Wendy! 

But without further ado... 

“Remember that a person's name is, to that person, the sweetest and most important sound in any language.” – Dale Carnegie

Rarely do people spell my name correctly. Even more aggravating to me is that I am constantly getting correspondence addressed to Mr. Jamie Field (note incorrect gender AND incorrect spelling).

While I no longer get bothered by either of these issues, if you are trying to sell me something, I am less likely to be interested in what it is since you have not taken the time to address me properly.
However, I will say that I am always pleasantly surprised when I receive an email or letter from someone who has spelled my name correctly. The fact is that I have many friends who, for decades, who still don’t spell my name right.

 

As the Dale Carnegie quote above states, a “person’s name is the sweetest and most important sound (and I will add sight) in any language”. Not only are there a lot of unusual names out there, including hard-to pronounce surnames from various countries, but there are variations on spellings for many typical names (like mine).

Learn people’s names, spell them correctly, say them correctly – even if you have to ask, them how to 
pronounce it the first time. You will find that people whose names are often butchered will be extremely grateful that you took the time to learn this.

P.S: In the spirit of full disclosure, I sometimes also make mistakes but always try to correct it immediately. 

P.P.S.: By the way the correct spelling of my name is J A I M I E

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog

Rainmaking Recommendation from Jaimie Field: What you don't say may speak volumes

Today, we have another great recommendation from rainmaking expert, Jaimie Field: What you don't say can speak volumes. Her advice reminds me of my all-time favorite quote - "We don't see things as they are, we see them as we are." - Anais Nin

 

After an extremely long day with clients, I stopped by my local book store – it’s one of the ways I like to relax.   Yes, while I have eBook readers, and the ability to download books onto every device in the world, I am a bit old fashioned.  I love the feel of books, of turning pages, the actual smell.  I even have a public library card that I still use. 

After perusing the store, I found what I was looking for and walked up to the counter to pay.  There was a line – albeit a short line.  While waiting for my turn to pay, the entire day just seemed to overtake me and I just felt how tired I was; so I expelled a huge, involuntary, exhausted sigh.

The woman in front of me paying and the cashier both looked at me a bit crossly – I realized that that particular sigh may have come across not as an exhausted sound, but an impatient one.  When I walked up to the cashier I apologized and explained that it wasn’t about impatience but how tired I was. 

The cashier was appreciative of my apology and totally understood.

The point of this is that what you don’t say can speak just as loud as what you do when people look through the lenses of their own experiences.  This cashier was used to people being impatient; particularly when there was a line of people waiting.   

What are you saying to a client when you answer the phone with a curt or impatient attitude? Put yourself in their shoes.  While you may have just had a bad conversation with another client, the current client you are speaking with may think you are angry or annoyed with them.   Rolling your eyes, sighs, snorts, all of this can be as misconstrued as actual language. 

Non-verbal communication can scream just as loud as a voice – and even more so when the interpretation is supplied by the person in front of you.  

Rainmaking Recommendations are sent the first and third Wednesdays of the month.  They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq.  If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog

 

 

Rainmaking Recommendation from Jaimie Field: Acknowledge Me!

Following up on our last Rainmaking Recommendation from expert Jaimie Field addressing the issues of why clients don't come back, we have the next in the series - "Acknowledge me! "

 

Reason #2 Why Client’s Don’t Come Back: You’re Unresponsive

In a continuation of the series on “Why Client’s don’t come back”, this Rainmaking Recommendation will address the number one reason why clients’ don’t come back - because you don’t respond to them.  

In this day and age of immediate communication – Wi-Fi, 24 hour internet access, smartphones, emails, and social media – clients almost demand that you respond on instantaneous basis.  It used to be that 24 hours was an acceptable amount of time to get back.  Now, people want a response yesterday.

 

 

As attorneys, we have some clients who, let’s admit it, are a bit of a pain in the . . . They call constantly, they email incessantly, they seem to contact you every hour on the hour. 

Further, the pace in which cases sometimes move is snail-like.  You may not have anything to report to them at that time.  This is when clients get most antsy.   They haven’t heard from you. 

Finally, when clients are afforded a return contact (call or email), it comes from an associate or assistant. 

When a client comes to you, it is usually for a specific reason.  They hired you to help them with a problem or situation that is causing them pain.  It’s up to you to help alleviate that pain in any way you can.  This includes reassuring them even when there is nothing to report.

Clients just want to be recognized as important, because in their minds they are your only client; and they want to be recognized immediately.  You need to do this!  

I know, you’re busy  - you have many clients, briefs to write, cases to try, etc.  However, it only takes a few moments to write a return email or make a quick call just to let your client know that you have heard them.  

You’d be surprised at how much clients will appreciate these small gestures. 

Rainmaking Recommendations are sent the first and third Wednesdays of the month.  They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq.  If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog

Rainmaking Recommendation from Jaimie Field: I didn't know you did that

Today, I'm bringing you another excellent rainmaking recommendation from expert Jaimie Field - "I didn't know you did that."

“Why don’t clients come back?”

Recently, I received an email from a litigation attorney from Connecticut who asked the question above. It seems that some clients of the firm who seemed happy with the work the  attorneys of the firm were doing were going elsewhere for subsequent representation. 

So I dedicate this and the next few Rainmaking Recommendations to this attorney with thanks.

Over the next few emails we will cover  the reasons why clients don’t come back and how to ensure they do:

Rainmaking Recommendation # 51:  “I didn’t know you did that”

Reason #1  Why Client’s don’t Come Back:  “I didn’t know you did that”

One of the most frequently heard reason that clients don’t come back is that they don’t know all of your (and your firms) legal capabilities.  If you have ever heard a client subsequently say:  “I didn’t know your firm did that,” you have experienced this problem.

However, one of the objections that I hear is that from the attorney  is that they told them in the initial consultation that they (or their firm) could represent the client in many different matters. 

You need to understand, when a client comes in to your office, they are usually focused on one issue; the one problem they are currently experiencing.   This causes them to truly not hear anything else but what applies to this situation.  I mean literally.   The only thing they want to hear is how you can help them with this problem; what is going to stop their pain.  Anything else you tell them will go in one ear and out the other. 

Then you, the attorney, become “tunnel-visioned” - busy schedules, other matters and clients, court, briefs, yada yada yada -  which causes you to neglect to remind them of all of your other abilities. 

This is why you need to consistently and constantly tell them over the course of the representation all of your (and your firm’s) capabilities.  After you have met them, during the course of your representation, and following the conclusion of your matter, you need to keep reminding them how you can assist them with the other matters that may come up in their lives in the future. 

Use newsletters, connect with them on Social Media sites, send personal messages, ask for feedback.   Each time you contact a current client using Rainmaking and Marketing tactics to remind them of  all that you can help them with to make their lives better, you ensure that if something comes up with which you can assist, they will remember to contact you. 

 

Rainmaking Recommendations are sent the first and third Wednesdays of the month.  They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq.  If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog

Rainmaking Recommendation from Jaimie Field: Put the Social in Social Media

Today, I'm bringing you another excellent rainmaking recommendation from expert Jaimie Field - put the social in social media.

Are you using Twitter? Facebook? Linked In? Google +? Or any of the hundreds of websites that are considered “social media?”

Great!

If you haven’t gotten on board yet with Social Media sites, understand this – Social media is not a fad. It is not going away. It continues to evolve as a method of meeting new people whom you may have never gotten a chance to meet any other way. I have personally become friendly with people from all over the world because of social media. I have also gotten new clients because of this medium.

Social Media can be very only useful when you learn these two basic rules first:

  1. People do business with people they know like and trust: This means that you must be authentic and real even when you are behind a computer screen.
  2. You must learn to interact with people while on Social Media: it’s not about just
    pushing your agenda and information out for the masses. That is called advertising.
    Use social media to engage with the people whom you follow/friend/”link-in”. You
    have the opportunity to get advice, information and leads from people who may
    know more than you. Additionally, you have the chance to show what you know.

Finally, getting “social on social media” also means taking it offline. Believe it or not, a lot of people pretend to be something they are not online (please read that last line with heavy sarcasm). Once you think you have a connection with someone online ask them to meet
for a cup of coffee (if they are local) or call them on the phone to hear their voice. Use social
media to invite others to events to meet you. Only then will you have the opportunity to
turn these people into prospects, referral sources or clients because only then you will
have the opportunity to find out if they really are who they say they are.

While there is much more to using social media effectively to obtain new clients, referral
sources or prospects, following these first two rules will help you get started with using social media
as a Rainmaking Method.

__________

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog

 

Rainmaking Recommendation from Jaimie Field, Esq. - The Why of Goal Setting

Never fear, Zen readers, I have not forgotten about our Twitter tutorials! However, I had a minor mishap with an exacto knife and Christmas gifts the other night, which has left me with five stitches in my left index finger, making it rather painful to type long posts! So between all of my recent travel and my latest clumsiness, you'll have to wait just a bit longer for the latest installment.

In the meantime, I'd like to bring you another tip from my friend and Rainmaking expert, Jaimie Field of Marketing Field. You can see her previous rainmaking recommendations here or you can sign up to receive them right in your email inbox on the first and third Wednesdays of the month. I highly recommend doing that - they're always excellent!

On to her recommendation! 

Rainmaking Recommendation #47:  The Ubiquitous Goal Setting Recommendation

Around this time of year, every person who works in the personal development business, law firm marketing and rainmaking training is writing posts on how to set goals for your next year.  In fact, if you Google “Goal Setting” and just set the search parameters for this month, you will see 213,000,000 hits. 

This rainmaking recommendation is not about “How” to set goals.  My blog is filled with how (as is any of the sites on the web when you Google the term) using the SMARTY technique.

This is about the “Why” to set goals. 

Here are my top three reasons:

  1. Provide you with direction:  Think of your life like a GPS.  When you use your GPS to get directions to where you want to go, you have to input your destination.   Goals are like this.  They provide you with an idea of where you want to go in your legal career.  When you set goals, particularly in writing, it also allows you to “recalculate” when you run into obstacles or detours to get to the end point.   (Thank you to Karen Jacobson, “The GPS Girl” for this analogy).
     
  2. Provides you with Motivation:  When you write down the goals you really want to achieve and break them into the small steps to get to the end, every stage you accomplish gives you that extra push to get to the end.  There is nothing more satisfying than literally crossing off a task on your list that will help you reach your goal.
     
  3. Increase Productivity:  When you know what want to accomplish – your goals - and have the steps to get there in writing – your tasks - you can increase your productivity.  For the most part, when people walk into their offices, they allow the day to dictate what they do.  You have the ability to increase your productivity when you know exactly what to do and when to do it.

When you can understand the “Why” to set goals, the “How” becomes easy. 

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Rainmaking Recommendations are sent the first and third Wednesdays of the month.  They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq.  If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog