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.

 

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Photo of Lindsay Griffiths Lindsay Griffiths

Lindsay Griffiths is the International Lawyers Network’s Executive Director. She is a dynamic, influential international executive and marketing thought leader with a passion for relationship development and authoring impactful content. Griffiths is a driven, strategic leader who implements creative initiatives to achieve the…

Lindsay Griffiths is the International Lawyers Network’s Executive Director. She is a dynamic, influential international executive and marketing thought leader with a passion for relationship development and authoring impactful content. Griffiths is a driven, strategic leader who implements creative initiatives to achieve the goals of a global professional services network. She manages all major aspects of the Network, including recruitment, member retention, and providing exceptional client service to an international membership base.

In her role as Executive Director, Griffiths manages a mix of international programs, engages a diverse global community, and develops an international membership base. She leads the development and successful implementation of major organizational initiatives, manages interpersonal relationships, and possesses executive presence with audiences of internal and external stakeholders. Griffiths excels at project management, organization, and planning, writes and speaks with influence and authority, and works independently while demonstrating flexibility in thinking, especially in challenging situations. She also adapts to diverse and dynamic environments with constant assessment and recalibration.

JD Supra Readers Choice Top Author 2019

In 2021, the ILN was honored as Global Law Firm Network of the Year by The Lawyer European Awards, and in 2016 and 2017, they were shortlisted as Global Law Firm Network of the Year. Since 2011, the Network has been listed as a Chambers & Partners Leading Law Firm Network, recently increasing this ranking to be included in the top two percent of law firm networks globally, as well as adding two regional rankings. She was awarded “Thought Leader of the Year” by the Legal Marketing Association’s New York chapter in 2014 for her substantive contributions to the industry and was included in Clio’s list of “34 People in Legal You Should Follow on Twitter.” She was also chosen for the American Bar Association Journal’s inaugural Web 100‘s Best Law Blogs, where judge Ivy Grey said “This blog is outstanding, thoughtful, and useful.” Ms. Griffiths was recently chosen as a Top Author by JD Supra in their 2019 Readers’ Choice Awards, for the level of engagement and visibility she attained with readers on the topic of marketing & business development. She has been the author of Zen & the Art of Legal Networking since February of 2009.