Jaimie Field – Enlightened Rainmaking

(N.B:  This was not the original Rainmaking Recommendation that was to be sent out today, but due to an increasingly frustrating phone call with a major website last night in which those three little words were used over and over, it had to be sent).

When a client sends you an email or calls you on the phone with a question to which you do not know the answer, what is your typical response?

If it’s those three little words:  “I Don’t Know”, you’ve committed a major faux pas with your clients.

Your answer should always be:  “I don’t have the answer to that right this second, but I will find it for you.  Let me get back to you shortly.”

This is because they are relying on you to be their advisor.  They called you because they trust and like you; they know that you will help them find the answer to their questions.  If you don’t know the answer, take a moment and find it for them.  If you cannot find it, there is someone in your network of people (you are building your network of people – right?) who does know the answer.

This is when you either:

a)      Call your contact who does the answer and ask them to contact your client personally (a referral), or

b)      You could call your contact and get the answer for your client and then call your client to provide them with the answer.

Your client will appreciate the fact that you found this answer for them and this will endear you to your clients.   Happy clients give referrals.

While you will not know the answer to every question you are asked, you can try to find the answer. If, in the end, you still cannot find the answer, let the client know what you have tried to do to try obtain this answer.  They will still appreciate that you have gone above and beyond for them.

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.

As attorneys, the most potent Rainmaking tactic is Word-of-Mouth marketing.  This is when clients tell others about the work you do and referrals are a result.  However, word-of- mouth marketing is also one of the ways that we lose clients as well.

The problem is that in most legal cases, at least in the clients’ mind, there will always be a winner and a loser.  While we would like to believe that we will always win our cases, someone will walk away with the judgment or the money; someone else will have to pay in one way or another.  Not only does this create negative feelings on the part of the “losing” party, but also negative word-of-mouth towards the attorney who was only doing their best to assist their client(s).

This is why you need to create realistic client expectations from the outset of your relationship.  This includes:

• How, how often, and when you will communicate with them;
• What you are realistically going to do for your client while handling their case;
• And, the various outcomes of a given matter – both good and bad.

If you create realistic expectations (and then attempt to exceed them) clients will be satisfied and be more likely to refer others to you.

What do you do to create realistic expectations for your clients?  Leave your comment below for other attorneys.

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 sign up to receive them in your in box visit Marketing Field.com for instructions. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq.

Rainmaking Recommendation #20:  On My Mind

One of the challenges that attorneys face is our clients or prospects don’t always have a constant need for our services.  However, these people will often run into others that they can refer.   Since we are all busy people, they refer the person they have on their mind at that time.

“Top of Mind” is a marketing term used to describe the fact that you are the first person people recall when they experience a need for your services (whether for themselves or as a referral).

To keep you and your firm on their minds consistent contact is imperative.  Whether through

• phone calls,
• emails,
• blog posts,
• press releases,
• white pages,
• newsletters,
• networking,

each time you put your name in front of a prospect/client you create an awareness of you do; this makes it easier for them to either use your services when they have a need or refer you when they come across someone else who might.

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 would like these delivered directly to your in-box please sign up by following the directions here.

As the summer comes to a close and vacations come to an end, more and more networking events are scheduled during the fall.

Get out of your office and begin networking.  This is one of the best rainmaking activities in which you can take part.

Remember to bring your business cards!  But more importantly, remember to ask for other’s cards.

• While at a networking event, carry your business cards in your left jacket pocket.  Please take them out of the fancy business card holders to make it easier to access.
• Put the cards of the people you meet in your right hand pocket.  This makes it easier at the end of the event for you to keep them from getting jumbled with yours.
• Also, carry a pen so that you can jot down some pertinent information on the back of their card so that you can remember something special about the person you have just met.

Within 48 hours of meeting someone with whom you would like to do business (or may be able to refer you business) take a few minutes to dash off a note/email about how wonderful it was to meet them and make mention of that special fact you jotted down on the back of their card.

Following up with a person you met at a networking event is the only way to continue to build a relationship which will eventually lead to business.

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 wish these to come directly to your in-box sign up here.