Jaimie Field – Enlightened Rainmaking

“Why don’t clients come back?”

Recently, I received an email from a litigation attorney from Connecticut who asked the question above and about following up with clients following the conclusion of representation.   It seems that some clients of the firm who seemed happy with the work the attorneys were doing were going elsewhere for subsequent representation.

So I dedicate this and the next few Rainmaking Recommendations to this attorney with thanks.

Over the next few emails we will cover  the reasons why clients don’t come back and how to make sure they do:

Rainmaking Recommendation # 51:  “I didn’t know you did that”

Reason #1 Client’s don’t Come Back:  “I didn’t know you did that”

One of the most frequently heard reason that clients don’t come back is that they don’t know all of your (and your firms) legal capabilities.  If you have ever heard a client subsequently say:  “I didn’t know your firm did that,” you have experienced this problem.

One of the things I hear is that the attorney told them in the initial consultation that they (or their firm) could represent the client in many different matters.

You need to understand, when a client comes in to your office, they are usually focused on one issue; the one problem they are currently experiencing.   This causes them to truly not hear anything else but what applies to this situation.  I mean literally.   The only thing they want to hear is how you can help them with this problem; what is going to stop their pain.  Anything else you tell them will go in one ear and out the other.

Then, you the attorney become “tunnel-visioned” – busy schedules, other matters and clients, court, briefs, yada yada yada –  cause you to neglect to remind them of all of your other abilities.

This is why you need to consistently and constantly tell them over the course of the representation all of your (and your firm’s) capabilities.  After you have met them, during the course of your representation, and following the conclusion of your matter, you need to keep reminding them how you can assist them with the other matters that may come up in their lives in the future.

Use newsletters, connect with them on Social Media sites, send personal messages, ask for feedback.   Each time you contact a current client using Rainmaking and Marketing tactics to tell them all that you can help them with in their lives, you ensure that if something comes up with which you can assist, they will remember to contact you.

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.

Did you know you can schedule an in-house, customized Rainmaking training workshop for your law firm? begin telephone or Skype individual rainmaking training from wherever you are in the world with Jaimie? Call or email for more information.

All great Rainmakers know the following:  You have to love what you do and who your clients are because:

• When you are in a practice area that you love practicing law does not feel like work;
• When you love working with your clients they will love working with you.  You will actually return calls, and communicate more.  This translates to happy clients which equals more referrals;
• When you are in a practice area or niche in which you are interested, you will learn everything you can about it making you a subject matter expert. Potential clients want to work with attorneys who they know can help them with their legal matter in an intelligent, efficient, cost effective manner;
• When you love your clients you find ways to network with other people who are just like them.  This could be demographically the same or from the same niche industry.  The more networking you do within these groups, whether it is on line or in person, the more likely you are to turn these people into clients.

While these are only four reasons why you should determine who your ideal clients are and what practice area you love, there are many more.

Most importantly, when you have clients with whom you love working and in a practice area which is of interest, you enjoy your life.

So make 2012 the year that you start working only in the practice areas and with the type of clients you love.   Replace your old clients with whom the matter is completed with new clients who love what you do for them.   Your business will grow exponentially.

• If you are referable (Rainmaking Recommendation #41)
• And you know how to give referrals (Rainmaking Recommendation #42)
• And you know how to ask for referrals (Rainmaking Recommendation #43)

Why aren’t you getting referrals on a regular basis?

It’s probably because you don’t have a system for getting referrals in place.

One of the definitions of the word “System” is “an organized and coordinated method; a procedure.”[i] This is what you need to put in place in order to get referrals on a regular basis.

Most of the time we just hope people will refer business to us – it becomes sheer luck as to whether we get referrals.  However, if you put a system in place where you are connecting with your sources on a regular basis, giving referrals to others on a regular basis and asking them to help you by giving you referrals on a regular basis, you will avoid the “dumb luck” method of getting referrals.

If you don’t develop a method for consistently and constantly getting referrals then you will be doing it ad-hoc.

Develop a method that works best for you.  (If you have a “system” in mind and would like to run it by Jaimie B. Field, Esq. to see if it will work feel free to email her.)   The key is constancy and consistency.

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.

Did you know you can schedule an in-house, customized Rainmaking training workshop for your law firm? begin telephone or Skype individual rainmaking training from wherever you are in the world with Jaimie? Call or email for more information.

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[i] The American Heritage® Dictionary of the English Language, Fourth Edition copyright ©2000 by Houghton Mifflin Company. Updated in 2009. Published by Houghton Mifflin Company. All rights reserved.

Rainmaking Recommendation #41 asked:  Are you Referable?

Rainmaking Recommendation #42 asked:  Do you know how to give referrals?

This third, but by no means final step, answers the question:  Do you know how to ask for referrals?

Being referable and giving referrals are wonderful ways to start the process.  However, if you don’t ask, you don’t get.

You have to make sure that each of your clients and referral sources know that your business thrives on their referrals.  You must also teach your clients,  prospects and referral sources the types of clients who would make good referrals for you.

This requires you to understand exactly who your ideal client is and how to describe them to other people (and “someone who pays my bill” is not a good description).   Take the time to figure out what your perfect client looks like and what solutions you can specifically provide to them.  Be broad enough to allow inclusion by enough of a pool of people (or businesses) but specific enough to jog your referral source’s memory of someone who may meet this description.

Once you have this description, you must begin telling your referral sources about them. Remember your referral sources include current clients, past  clients, and other professionals – people with whom you have developed great trust based relationships.   They need to know you are seeking referrals.  So, ask them – ask them who they know that fits the description of the type of client you are seeking and the problems you can solve for them.  While they may not remember or have someone in mind the first time you ask, you have to keep inquiring of them on a regular basis.  This is where implementing a “system” to obtain referrals comes into play.

Don’t forget to thank your referral sources for any attempts to refer new clients.

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.

Did you know you can schedule an in-house, customized Rainmaking training workshop for your law firm? begin telephone or Skype individual rainmaking training from wherever you are in the world with Jaimie? Call or email for more information.

Rainmaking Recommendation #41 began the first of three steps on how to get referrals.

The first step answered the question:  Are you Referable?

The second step answers the question:  Do you know how to give referrals?

Why is giving referrals important?  You’ve heard the old adage: “Give to get”.  Nothing could be truer than that statement.    Lawyers, who know much about the law, sometimes fail to take advantage of a law known as “The Law of Reciprocity.”  This law states that people are inherently motivated to pay you back for the nice things you do for them.

However, there is an art to giving great referrals and it begins with these steps:

• Listen closely to what your prospects, clients, friends and family are saying.  Somewhere in that conversation they may need help with something.  You can then provide a referral that helps them with that problem or issue.  (Your referrals to others do not have to be just providing the other person with new clients.  You can refer doctors, restaurants, movies, a great piece of advice, etc.  The point is that you are listening intently and trying to provide a solution to others. )

• Discover exactly who the other person’s perfect client is by asking them for a detailed description and try to provide them with a referral that fits that description.

• Ask the person to whom you have made a referral to keep you in the loop after they have contacted the person you have referred to them.  This will help you to make better referrals in the future.

Start giving great referrals to people and referrals will be returned to you.

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.

Did you know you can schedule an in-house, customized Rainmaking training workshop for your law firm? begin telephone or Skype individual rainmaking training from wherever you are in the world with Jaimie? Call or email for more information.

Rainmaking Recommendation #41 began the first of three steps on how to get referrals.

The first step answered the question:  Are you Referable?

The second step answers the question:  Do you know how to give referrals?

Why is giving referrals important?  You’ve heard the old adage: “Give to get”.  Nothing could be truer than that statement.    Lawyers, who know much about the law, sometimes fail to take advantage of a law known as “The Law of Reciprocity.”  This law states that people are inherently motivated to pay you back for the nice things you do for them.

However, there is an art to giving great referrals and it begins with these steps:

• Listen closely to what your prospects, clients, friends and family are saying.  Somewhere in that conversation they may need help with something.  You can then provide a referral that helps them with that problem or issue.  (Your referrals to others do not have to be just providing the other person with new clients.  You can refer doctors, restaurants, movies, a great piece of advice, etc.  The point is that you are listening intently and trying to provide a solution to others. )

• Discover exactly who the other person’s perfect client is by asking them for a detailed description and try to provide them with a referral that fits that description.

• Ask the person to whom you have made a referral to keep you in the loop after they have contacted the person you have referred to them.  This will help you to make better referrals in the future.

Start giving great referrals to people and referrals will be returned to you.

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.

Lately I have been discussing referrals a lot with my clients.

Recently, I was invited to participate in a podcast with Jared Correia, Law Practice Management Advisor with MassLOMAP for Legal Talk Network Radio on The Power of Legal Referrals, and the one question I get asked the most is how to get more referrals.

There are three steps to getting referrals (the next two Rainmaking Recommendations will focus on the other steps).

The first step to getting more referrals is to be referable.

How do you become referable?

• Manage your clients’ expectations and keep your promises
• Under promise and over deliver
• Keep communicating with your clients
• Do the best work you possibly can

And finally,

• Thank those who do make referrals to you immediately

The last step is one of the most important. If you do not show gratitude to those who trust you with their contacts – friends, family and clients – you will find that referrals from that person will dry up immediately.

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.