Rainmaking Recommendation #87: Pick a Niche to Scratch their Legal Itch (Part 2 – What Is 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, and You can position yourself as an expert.   Today we will discuss “what” […]

Rainmaking Recommendation # 86: Pick A Niche to Scratch Their (Legal) Itch (Part 1)

You cannot be all things to all people. I’m sure you have heard the phrase:  “Jack of all trades, master of none.” This applies to the legal industry as well.  The day of the general practitioner is dead.  The law has become much too complicated to try to keep up with all of the changes […]

Rainmaking Recommendation # 84: Why You?

You may have heard of something called a USP.  This is the “Unique Selling Proposition” and in marketing this means the reasons presented by someone as to why their product or service is different or better than another.   It answers the question:  Why you? You are an attorney.  Sorry to say, you are also one […]

Rainmaking Recommendation #82: Building Visibility v. Building Relationships

  I had an interesting conversation with an attorney who doesn’t believe that blogs, answering legal questions online ala AVVO, websites, social media or online marketing at all brings clients to the door.  Instead, he believes in networking:  meeting people everywhere and telling them what he does for a living and creating real life relationships […]

Rainmaking Recommendation #81: Random Acts of Golf

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 […]

Rainmaking Recommendation #79: 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 […]

Rainmaking Recommendation #78: One Small Step

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 […]

Rainmaking Recommendation # 75: 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 […]

Rainmaking Recommendation # 72: For the Price of A Cup of Coffee

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, […]

Rainmaking Recommendation # 71: The True Secret To Rainmaking

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 […]