Jaimie Field – Enlightened Rainmaking

What to keep your clients happy?  Respond.

One of the main reasons why clients state that they leave their current attorney’s can be classified as “attorney indifference”.   Attorneys do not respond to emails, voicemails, or requests for information.

More often than not, it is because the attorney does not have any current news about a case.  Ergo, most attorneys decide that because of this, a client’s contact does not warrant a response.

This does not excuse you from responding.

It takes less than 60 seconds to hit the reply button and respond to an email with “Thank you for contacting me.  So far there is nothing to tell you, but as soon as something comes up, I will get in contact.”

It takes less than 2 minutes to call up and say:  “I cannot really chat right now, but I just wanted to let you know that I got your call and so far nothing new is happening, but feel free to contact me if you have any questions or concerns. “

Attorneys need to remember that most clients are not used to being in legal disputes of any kind.  This is scary to a client and they just want to be reassured that their attorney is still working on their behalf.

Ladies & Gentlemen who practice law in the USA I am really happy to make this offer:

Would you like a

• free,
• no obligation, and most importantly
• no sales pitch

45 minute Telephone* Rainmaking Training Session with me ($275.00 value)?

The first 25 Attorneys to sign up for the bi-monthly Rainmaking Recommendations email by following the instructions listed on this page will be contacted to arrange a date and time.  Please mention in your email that you read about this offer.

Terms and Conditions for this Offer:

1. It is only open to the first 25 Attorneys who respond to this offer and who are licensed to practice law in the United States of America.
2. The Training Session Must Occur between July 16, 2010 and September 3, 2010.  A mutual time will be determined by email.
3. You must follow the instructions listed here .
4. You must be truly want to become a better Rainmaker and are willing to do the work – I cannot do it for you.  However, I can coach you on how to create relationships, find the places to meet new clients, and obtain new business.
5. This offer ends after the first 25 Attorneys who reply or on Friday, July 30th at 5:00PM  EDT which ever comes first.

* If your office is within a 15 mile radius from mine we can discuss scheduling an in-person session where I will come to you.

(Comments below will not qualify you for this offer – but feel free to make any comments you would like)

“How can I help?”

The interesting thing about this question is the various responses you can elicit.

When asked of friends or family it may bring a closer relationship.

When asked of colleagues it may bring to light issues they are having with which you have the solution.  Or it may result in you being able to make a referral of some of your contacts to them.

When asked of prospective or current clients it may draw out new legal matters with which they may not have known that you or your firm may be able to help.

When you give you receive, in so many ways.  Unfortunately, most people spend their entire lives asking “What’s in it for me?”  If you stop asking that question and ask the one stated above you’d be surprised at all the good that comes back 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?  Contact for more information

(c) Universal Pictures

Picture this:

A man named Ray Kinsella (Kevin Costner) is working in his corn field in Iowa when he hears this low, growly disembodied voice say:  “If you build it, he will come.”   This is the beginning of “Field of Dreams” (1989).  Without detailing the entire movie -  which I saw again last night for the umpteenth time and which in my humble opinion is by far one of the best movies ever made -  that phrase became a catch phrase for many years.

However, as a marketing and rainmaking tactic, which many attorneys have unfortunately adopted, it stinks.

What basically happens is this:  Many attorneys hang out a shingle (either solo or with others) and then wait for the phone to ring.  Then they complain that they have spent tens of thousands of dollars on fancy brochures, putting up a website, Yellow Page advertising, buying advertising online or in print based on the advice of a so called “legal marketing consultant” and no clients are coming in the door.

Let me start by saying this:

• I have nothing against websites – in fact, in today’s day and age it is imperative for you to have a web presence.  The first place most people will go is to the Internet to learn more about you and your firm.  What I have a problem with is spending ridiculous amounts of money for all the bells and whistles which you may not need.    The most expensive and impressive websites out there will not bring in clients just because it is on the Internet.

• I have nothing against online or in print advertising of your services.  I have a problem with advertising willy-nilly.  You need to ensure that your target market is being reached and be judicious with your advertising dollars.  We live in an age of information overload.  Years ago it was said that unless someone has an immediate need it takes more than seven times for someone to see an advertisement before it registers on their brain.  Now, it is almost 10 times.  So unless you have unlimited print/online advertising budget this can be incredibly cost prohibitive.

• And obviously, as a Rainmaking Trainer and Coach, I have absolutely no problems with legal marketing consultants.  However, you need to make sure that the person you hire knows your industry and can speak your language (and if you would like referrals to really amazing legal marketing experts who know their stuff;  who can write amazing websites, brochures, communications pieces, Public Relations, etc , I am more than happy to provide you with at least a dozen names).

What I have a problem with is the fact that many attorneys are waiting for their phones to ring.

When my grandfather began practicing law in 1928 (he practiced for 63 years) he could just hang up a shingle and people would come.  There weren’t that many people practicing law at the time.  Now, there are more than 1 million actively practicing attorneys in the US.

No longer can you open a phone book and see a short list of names of attorneys in the area.  Instead the listings go on and on.  How the heck can someone distinguish from one law firm to another?   Further, most people don’t even go to the Yellow Pages anymore.

I have said it over and over:  Rainmaking requires proactivity.

It requires you to make time in your schedule to perform the activities it takes to create relationships.

What activities and strategies should you take?  There are hundreds of actions you can undertake to obtain new clients*.  Part of that depends upon what type of law you practice; it depends upon your target market and how to reach them.  However the most important activity you can undertake is to meet more people.

• Network: Go to the places your target market will be.  Whether it is Associations, Chambers of Commerce, Online Forums, Social Media websites, any where you can find the people with whom you want to work;

• Ask for Introductions: Make a list of all of the people in your current network that fit your “ideal client” criteria.   Contact them and ask them for introductions to the people who fit that criterion.  A simple phrase like:  “Who do you know who…..” will work wonders.

• Follow –up: I have a strict rule for my business.  You will receive some sort of response to your contact with me (whether it is via email, instant message, Skype or telephone) within 24 hours during the business week.  Normally the time it takes for me to respond is much sooner but that is my promise to my clients, prospects, and friends. 

It is also my promise to me.  Within 24 hours of meeting me expect to get some sort of letter/email sent to say how wonderful it was to do so. (A post on how to follow-up most effectively with clients and prospects is forthcoming).  Even when I don’t have an answer or even the time to craft an answer to a question you will at least receive a response telling you just that.

Prospective and current clients just want their correspondences acknowledged.  They want to know that you received their voicemail, email, etc – even if you don’t have a specific response at that time.

I cannot stress the importance of being proactive.  Get out of your office, get off of your computer, come out from behind that pile of papers, briefs and legal research and start doing something to connect with people outside of your office.

*For more information on personal Rainmaking Coaching or to schedule an in-house Rainmaking Training Seminar in YOUR conference room (or at the time and location of your choosing) contact Jaimie B. Field, Esq. Some immediate dates and dates for the rest of the year are STILL available!

Who is your ideal client?  Do you already work with him or her?

Whether you do or don’t, you can create clone after clone of your ideal client (barring conflicts of interest) by taking the following actions:

1)      Write down exactly what your ideal client looks like.  Be specific.

2)      Research where these clients hang out.  Join the associations they join, be where they are as often as possible.  This can include social networks online.

3)      Communicate with them.  Most people will tell you everything you want to know about them or their business if you ask them about it.  People love to talk about themselves, their business, how they got started.

4)      Talk to your current “ideal client” and find out who they know who are like them.  Ask them to introduce you to these new people and provide the new group with information in the form of email correspondence, blog posts, and articles written.

The more often you perform these action items the more chances you will have to meet those who meet your criteria for the “ideal client”.

As always, you must be proactive.  Just waiting for the phone to ring is not going to bring you the clients you want or need.

Please use the comment section below to tell us what your ideal client looks like.

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.

Not to frighten you, but this year is officially half over.  What have you done to advance your Rainmaking skills?

Do you have a written Rainmaking plan?  If not, why not?

Do you set schedule time, every day, to do at least one Rainmaking Activity?

As a Rainmaking coach and a trainer, I cannot force you to do what you need to do.  I can only motivate and educate you.   You need to find the motivation to do the tasks necessary to advance your practice.

Motivation comes from having goals.  These goals must be worthwhile to you.   Whether your goals are to make partner, earn more money, make enough to go on more vacations, create a life that you are looking to create, or whatever reasons you may have, they have to have meaning to you.  

Just use the oft-quoted acronym:  SMARTY when determining your goals:

S = Specific:  Be very specific about the goals you want to achieve

M=Measurable:  Can you put a number or some other measurement to this goal?

A= Actionable:  Is this something that you can take action on?

R = Realistic:  Will you be able to achieve this goal?  If a goal is not realistic you will have a tendency to beat yourself up if you don’t achieve it.

T = Time Bound:  Your goals must have a deadline.  If they don’t then it becomes only a dream.

And

Y = You:  Is it YOUR goal or is it a goal you think you should be accomplishing because someone else thinks you should.  This is a surefire way to have a goal languishing because you will NEVER have the motivation to accomplish it.

It’s not too late this year to start.  Start by writing down your goals and then motivate yourself to accomplish them.

What’s your motivation?  Use the comment section to tell others how you motivate yourself to achieve your goals.

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 want them sent directly to your inbox sign up at Marketing Field.com

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.

If you are sitting behind a desk, wallowing in briefs, documents and legal references every day, 5 (or even 7) days a week for 2000 billable hours per year, you will never become a Rainmaker.

GET OUT!   

People do business with people they know and like.  Yes, it is a statement you hear frequently but that’s only because it is true.  They will never know you if you stay in an office buried behind an avalanche of papers, books, evidence, and a computer screen.  You must get out of the office and meet with people.

The biggest misconception that Attorneys have is the belief that Rainmaking can only take place in formal settings – business card exchanges, association events, etc.  Actually, Rainmaking can occur anytime you have the opportunity to meet with others and get to know them and they have the chance to get to know you.

While networking at association events within the area you practice will lead you to meet potential new clients, grabbing a cup of coffee with a current client, calling a former client to meet you for lunch, or even going out for a drink with a friend after hours could lead to new business matters or referrals.

Turn off the computer, close the brief, put the documents away and meet with someone in person. Not only will you have an enjoyable time, you may also obtain new business as well.

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.

What’s the one “more” thing you can do TODAY to continue to become a Rainmaker?

What’s the one phone call can you make to a current or prospective client?  What’s the one more article you can read to learn more about the area in which you practice?  What’s the one more email you can send to create a closer relationship with your clients?

What’s the one more thing you can do which may have a profound effect on your career?

Now that you have that in mind – to quote the Nike ads – “Just Do It”.

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.