Jaimie Field – Enlightened Rainmaking

You are at a networking event.  What is one of the first questions we are asked by strangers?

“What do you do?”

If you are like most lawyers, you reply: “I’m an attorney.”

While this satisfies the question, it will get you nowhere.  You need to tell others, in an interesting and memorable way what you do for a living.  You are not just an attorney – you are a specialist in a certain area of law.

Develop an interesting way to tell other’s what you specifically do in the practice of law.  There are two reasons for doing so:

First, so that they ask more specific questions about your practice to learn more;

Second, so that when they hear of someone who may need your services, they know immediately who to refer.

For example, I don’t tell people I am a law firm marketer.  I tell them:  “I am a Rainmaking Coach and Trainer.  I teach attorneys how to get new clients fast and ethically.”

Use the comment section below to other readers of this blog how you answer the question:  “What do you do?”

One of the worst phrases an attorney can hear from one of their friends, family, clients or prospective clients is:  “I didn’t know you (your firm) did that!”

Usually this means that they went somewhere else for a matter they would have been more than happy to give to you – had they known your firm could handle the matter.

Let them know.

Make sure all of the people you know or meet know what you and your firm can do. This way they can either use your firm or refer new legal matters to you.

How do you let them know? Simple. Tell them, and tell them often. Not only can this be done verbally, but with newsletters, the backs of business cards, sending them articles by other members of the firm, and by introducing them to other attorneys who may not be in your practice area.

Most of all this can be accomplished by listening. If you know your clients, really know everything about them and their business,  you will also be aware of what else they may need. Then you can offer your firm’s assistance with other matters that may occur in their lives and businesses.

What ways can you think of to tell your clients and contacts all of the areas in which your firm practices? Please comment below.

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.