Rainmaking Recommendation from Jaimie Field: How do you want to finish the year?

On this rainy Wednesday here in New Jersey, it's only appropriate that we bring you another kind of "rainy" post - a rainmaking recommendation from expert Jaimie Field

***

Can you believe it? Today is the first day of the last quarter of the year!

Why is it when we were kids the time between September and June felt interminable, yet as an adult you wake up and all of a sudden it’s October 1st?

How do you want to finish the year?

All of those New Year’s Resolutions, all of those ambitions you promised to achieve, it’s still not too late to achieve your goals you had planned for the year. You can still accomplish what you would like before December 31st.

 

First, you need to look back on what you have been doing over the past 9 months and make the decision to do things differently than you have been doing. There is an oft repeated cliché which says “The definition of insanity is doing the same thing over and over and expecting different results.” If what you have been doing with regard to your Rainmaking isn’t working, then change what you are doing. More importantly, if you aren’t doing anything at all, then do something!

Second, you need a plan. If you wrote your Rainmaking plan, which I hope you did, at the beginning of the year but stuck it in the drawer, then pull it out, dust it off and determine what you can reasonably get accomplished in the next three months. If you don’t have a plan, then take the time to write out what you want to attain and the steps you are going to take achieve it.

And finally, get going! You have to take action. Just sitting around waiting for potential clients to find you doesn’t work. If people don’t know who you are, or what you do, they will never hire you. Start today to market your services, meet new people both on and off line, and reconnect with your referrals sources to create the relationships which will lead to new business.

To sound like a Nike commercial – “Just do it!”

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: The Rainmaking Habit

My friend & rainmaking coach and trainer, Jaimie Field, is back with an excellent post today on why you should be motivated to create some new rainmaking habits! 

***

Recently, I have been trying to develop some habits which will have a positive effect on my life.

One of them may seem a bit silly: Make my bed every day.

This is a task that has always eluded me since I was a child when my mother, who was a bit OCD, 
would insist upon it. I think I rebelled against it and have had an issue doing so. However, as Gretchen Rubin wrote in her blog-turned-book: “The Happiness Project” the most popular resolution for happiness is making your bed. One of the reasons, she thinks, is because it is one small step that causes you to feel like you accomplished something. Besides, I don’t know about you, but it only takes me 1 minute and 34 seconds to make my bed – I actually timed it the first day so I wouldn’t have an excuse – and I like coming home to a neat place.

Another habit, with a much more profound effect on my health, is drinking at least 8 glasses of water each day. I realized that my energy level was so low because I was truly dehydrated. This resulted in being too tired to do the things I wanted to do, and the things I knew I should do. Since I have incorporated this habit into my life, my energy has skyrocketed!

So, I downloaded an app to my smart phone (Habit Bull) which reminds me every morning to make my bed, and every hour to drink a glass of water. The app allows me to track my progress (by the way, I am 10 days into the challenge of making these habits stick and I am proud to say I have been successful in achieving these daily goals to-date).

There will come a point where both of these tasks (and the others I will start to add on to my habit list – including business related habits) will become automatic and I won’t need a reminder to do them. Some say that it takes 21 days to make a habit stick, others more than two months.   Regardless, if you keep doing something, it becomes deep-rooted in your habits and you begin to do them automatically.

Why am I bringing this up in a Rainmaking Recommendation?

Because becoming a Rainmaker is just about forming good habits which you do on a constant and consistent basis till it becomes almost rote. A good Rainmaker doesn’t think about picking up the phone to create a relationship with a client, prospect or referral source. It is just their habit do to so. A good Rainmaker doesn’t think: “Ughh I have to post to social media or write a blog”, they have made it a habit to post something on a regular basis. A good Rainmaker doesn’t think “follow up” – it’s become ingrained in their daily activities even when they are “too busy” to do so.

Whether it is conscious or not, Rainmakers have developed certain habits which, used consistently, have helped them create their books of business.

What Rainmaking Habits do you think you can begin to cultivate to get more clients?

My next blog – which will be posted this Friday – will be about the specific habits you should consider creating in order to build 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 © 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: There Ain't No Cure for the Summertime Blues

We're back with another excellent rainmaking recommendation from expert and coach, Jaimie Field! 

***

First, a quick reminder: We are six months into the year. How’s your practice going? Are you on target with your Rainmaking Plan or falling behind?

What? You don’t have a Rainmaking Plan?? Now is the time to get one together so that you can finish the last 6 months of the year strong!

Now, for the recommendation . . .

There are two times a year that most attorneys feel that they don’t have to market their services on a consistent basis: The time between Thanksgiving and the New Year, and summertime.

The thought is that “most people are on vacation during these times so they won’t respond to my marketing efforts.”

While it’s true that many people do take vacations, particularly when the kids are home, the fact is that summertime can be one of the best times to keep your name in front of your prospects, clients, and referral sources. They may not hire you now, but by keeping your name in front of them on a regular basis, they will be more likely to keep you in mind when they do need your help. Ramp up your social media efforts, send interesting newsletters, write for journals and magazines in your niche, or invite clients or referral sources to play golf (if you play).

You also have the opportunity to go to many outdoor events and it doesn’t have to be expensive.   Many towns have free summertime concert series. Invite referral sources who can do business with each other, as well as refer potential clients to you, to join you for the evening. Bring refreshments and food and have a little picnic. Or ask them to join you for the local minor league baseball team’s game (much less expensive than getting a dozen tickets to a major league game). Use your summertime imagination.

The fact is, that no matter what time of year, consistent and constant marketing and rainmaking activities are important to stave off those “feast or famine” cycles that many attorneys might have. When you take the time off from your marketing efforts you will find that you have to try to ramp them up in the fall to get new clients.

Stop thinking about summer as the time to take a break from your marketing and think of it as a perfect opportunity to gather speed for the upcoming fall season.

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.

***

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: 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. 

***

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: One Small Step

With a hectic day all around me today as we put the final touches on next month's 25th Anniversary conference, I'm glad to have some excellent advice from rainmaking expert, Jaimie Field, to fall back on for a blog post. Jaimie talks about how taking one small step in your rainmaking efforts still brings you closer to your goals. 

***

In order to get into the habit of Rainmaking on a regular basis, I have been asking my clients to send me an email at the end of each week to let me know what Rainmaking activities they have performed during the week. They are to write down, each day, the step they have taken to move their Rainmaking forward. Even if they did nothing, they are to note that too.

Recently, a new client sent me her list. Each day she noted what she did – from sending an email to an old client to reconnect, to writing a blog post, to answering a question on AVVO, to calling a potential referral source to meet for lunch. She did something every single day. At the end of the list, she wrote that she felt like these were only small things she was doing and apologized for that.

During our coaching call, the next week, I reminded her that Rainmaking, like creating any relationship, is not about the big grand gesture, but that each small step brings you closer to achieving your goals. Each small step you take – like publishing your blog post – will get you known, each networking event you go to and follow up with those you meet we begin to get you more well known, and each time you present a seminar your name gets out there.

In addition, I reminded her that if each of these activities took her 15 minutes per day, at the end of the week she has more than 1.25 hours of rainmaking each week and more than 5 hours per month. That’s more than most attorneys will take the time to do.

As you have always heard me say – people do business with people they know, like and trust. Each step brings you closer to that goal.

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.

 

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: Because the Bed Won't Come to You

We've got another great rainmaking recommendation from expert Jaimie Field!

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Q:  Why do have to go to bed at night?

A:  Because the bed won’t come to you!

Okay, I know it’s a really bad kindergarten joke (I hope you are smiling), but the point is that clients won’t always just come to you.  You have to “go” to them. 

Where do you find clients?  Are you meeting enough people both on-line and in person?

On-line:

What social networks are you using?  Do your ideal clients use that social network or are you just wasting time posting there?   Many attorneys I know do not know how to use social media for business development and are just posting glorified advertisements about themselves on-line.  Social Media is about being “social”.  Start a conversation, ask a question and answer a question, comment on what other people post.  Start “listening” to what your ideal clients have to say.  You may just find that you have the right answer. 

In Person:

Are you wasting time going to networking events that just don’t have the people you want to work with attending them?  Stop going to those events and find one where your ideal clients congregate.   Worse than that – are you not even attending events where you can meet potential clients? 

Start “going” where your clients are – like the bed – it’s not going to come to 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: "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!

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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: May I Have Your Card?

Today, I'm traveling to Washington, DC in preparation for our 24th Annual Meeting, which starts tomorrow! You'll see some posts from Washington in the next few days, but today, I have Jaimie Field's latest rainmaking recommendation for you! 

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Look on the corner of your desk or open that top drawer – is there a stack of business cards you’ve collected during networking events?

Pull the cards out and start going through them. Do you remember who any of these people are?

First, cull through the list of cards and throw out any card of any individual you truly cannot remember.

 

Then start contacting those who you do remember – send an email, make a coffee date, call to catch up. Start creating the relationships which will lead to new business.

And make a promise to yourself. That you are no longer collecting cards just to have a stack of cards sitting on your desk (in your drawer). When you go to a networking event, bring a pen and just jot down a few things on the back of the card to help you remember your conversation. Put the date and the event and you will never forget about that person again.

But most importantly, do not just stick that card in a drawer on in a pile wrapped with a rubber band on the back corner of your desk. Find a way to organize them that makes sense to you. Use 3-ring binders with 8x11” card holders, do it electronically, but make sure that it is a system you are going to use.

Finally, contact the person you met - ask if you can put that person on your newsletter list, send a referral, invite them to learn more about your practice, find out what they do.

It isn’t a contest to see who collects the most cards – you might as well just wallpaper a closet with them if that‘s the case.

It’s about creating relationships which lead to new business for you both.

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: 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

Guest Post: What Santa Claus Can Teach Us About Rainmaking

WIth the end of the year wrap-up, and still recovering from the stitches in my finger, I'm sharing another post from my friend and rainmaking expert, Jaimie Field, esq.  In 2009, she published this post, "What Santa Claus Can Teach You About Being a Great Rainmaker." 

So without further ado...

That jolly ol’ white-bearded, chubby guy in the red velvet suit with the fur trim is a better Rainmaker than you.  While his clients, children, may not be your target market, if you acquire his characteristics and take some on his abilities to bring in new clients and make them advocates for life, you can become the Rainmaker he is.

Santa Claus is everywhere:

Turn around after Thanksgiving and you cannot help but run into Santa or his image.  He is on street corners, in malls, on TV; you just can’t help seeing the guy everywhere you go.   Everyone knows who Santa is when they see or hear about him.  

 

Take that example and start being seen by the clients you want to work with. There are so many marketing tactics which can be used which will get your name out – blogging, public speaking, social networking, in-person networking.  If your potential clients do not know who you are, how are they going to hire you? 

Santa knows his target market 

Santa’s target market is children.  This hasn’t changed in the hundreds of years that Santa has been Rainmaking.  He doesn’t target adults; he knows that teenagers no longer believe in him so why even bother marketing to them, he stays within his target market year after year. 

Every year, hundreds of thousands of new children reach the age when they learn about Santa.  They learn that Santa gives gifts to good boys and girls, they learn that he represents the joys of the season, they learn about self-less giving and as a result, they become part of his new market.   

Decide what your target market is, then join the appropriate associations, read blogs, magazines and research the members of this market; read, offer to write, speak or answer the questions your target market has.   

Santa Claus always knows what his clients want.

This is not difficult for Santa; every year parents tell their children to write a letter to the big guy asking for what they want.  They bring their child to the mall, seat the little one on Santa’s lap and Santa asks the all important question:  “And what do YOU want for Christmas?”

The most important thing you can do is to find out what your client wants.  As attorneys, we sometimes believe we know what is good for our clients and we often tell them.  Instead, a great Rainmaker asks what their client is seeking and then tries to find a way to provide that to them (obviously within theframework of an ethical and legal practice of law).  

Santa always gives selflessly

Santa gives presents to all the good boys and girls.  He never asks for any in return.  As a result, his clients come back year after year, clamoring for more of his generosity. 

Begin to be generous with your clients.  Find ways to give back to the people who have become loyal to you by donating to a client’s favorite charity, offering a discount or just some free advice.  The good will you engender will cause this client to continue to use you as their advocate. 

He knows if you’ve been bad or good.

How Santa knows this, I am not sure.  The fact is that we grew up with this idea that Santa just knows.

Your clients know this too and you will lose them if you are not “Good.”  “Good” to them means that you are answering their phone calls, responding to them in a timely fashion, reassuring them regarding their cases.  What most clients want is to be acknowledged.  (You can also be sure if one client knows you have been “bad,” many more will know as well.)

Santa has the best Word-of Mouth Marketing

Generation after generation knows about Santa.  When the child becomes a parent, he or she passes down the knowledge of Santa to their children.

Rainmakers understand this as well.  When you do a good job for your clients, when you go above and beyond for them, rest assured that the word will get out and others will be calling you to help them with their cases as well.

Santa Claus is the ultimate Rainmaker, emulate him and you will not only have a jolly holiday and a happy New Year, but a great practice as well. 

Rainmaking Recommendation from Jaimie Field, Esq.

I've been preparing for (and am now away for) our 2011 Regional Meeting of the Americas here in Newport Beach.  I'll be writing more on that soon, but while I'm otherwise engaged, I wanted to share with you an email that I got this morning 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 #46:  The Reasons You aren’t becoming a Rainmaker

There are only two reasons why you aren’t becoming a Rainmaker.

1.        You don’t know what to do

If this is the case there are many things you can do:

·         Take a class,

·         Read a book,

·         Ask a mentor,

·         Hire a Rainmaking Coach

And

2.       You aren’t doing the things you need to do on a constant and consistent basis.

As with many of my clients, I suspect this is the main reason. 

If this is the case there are things you can do:

  • Create a plan and stick to it,
  • Schedule your rainmaking activities and make them inviolable appointments

with and for yourself.

 

Rainmaking requires that you are constantly doing the things you need to do to create relationships with others and turning those relationships into new business.