Today’s rainmaking recommendation from rainmaking expert and trainer, Jaimie Field, seems like it would be a no-brainer, but it’s probably one of the hardest ones – to get more referrals, have you tried asking for them? Read on! 

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The past few Rainmaking Recommendations have focused on building referrals. However, the one thing that I haven’t told you to do to get more referrals is to just ask for them.

What’s the worst thing that can happen? They say no.

But what if – just what if – you have been a great referral or information source to your strategic referral partners.  What if you have provided excellent work and service to your client.  What if you have made it clear to them the type of work you do as an attorney, described your ideal client to them and asked if they know anyone who fits that description.  Chances are they do know someone who will.

The fear of rejection is one that most attorneys have when asking for referrals.  However, please understand that they are not rejecting you when they say they don’t know anyone.  They are rejecting the question because they cannot think of someone who fits the bill at that moment.

Even if they don’t know anyone at that moment, what you have done is put the description of that person who you are seeking as a new client into their head.  If you can find a way to keep putting that picture of your perfect client into their heads –  by keeping in touch, by making sure they hear from you on a consistent basis, by continually asking – then the moment that someone that they know fits into that depiction you have provided of your ideal client, your name will come to mind and a referral will follow.

One of my favorite quotes by the author Nora Roberts is pinned to my bulletin board above my desk:

If you don’t go after what you want, you’ll never have it.
If you don’t ask, the answer is always ‘no.’
If you don’t step forward, you’re always in the same place.” 

Just ask.   Sometimes the answer is “yes”.

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Jaimie puts her money where her mouth is too, following her post with:

AND NOW I’M ASKING YOU:

DO YOU KNOW A LAW FIRM WITH 10 OR MORE ATTORNEYS IN NY, NJ OR PA WHO WOULD LIKE TO TEACH THEIR ATTORNEYS TO BECOME RAINMAKERS AND GET ETHICS CREDITS! PLEASE ASK THEM TO CONTACT ME FOR MORE DETAILS.

OR  

DO YOU KNOW ANY ATTORNEYS WHO WOULD LIKE TO TRY INDIVIDUAL RAINMAKING TRAINING? A LAW FIRM THAT WANTS THEIR ATTORNEYS TO BRING IN MORE BUSINESS.  TELL THEM TO USE YOUR NAME WHEN THEY CONTACT ME.

AND FINALLY,

WOULD YOU PLEASE FORWARD THIS TO AN ATTORNEY YOU KNOW TO HELP THEM ACHIEVE THEIR RAINMAKING GOALS

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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.