The title does not refer to the non-stop snow we have been bombarded with during the winter of 2014 in the northeast. Rather, it refers to finding a way to start a conversation during a networking event even if you are the self-proclaimed shyest person in the world. The best way to break the ice […]
Rainmaking Recommendation # 86: Pick A Niche to Scratch Their (Legal) Itch (Part 1)
October 14, 2013 by Leave a Comment
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 #85: Stop Networking with People You Know at the Networking Event
October 14, 2013 by Leave a Comment
It’s Networking Season again. Did you ever notice how many invites for various networking events you receive for September and October? People are ramping up for business after a taking the summer off. When you enter a networking event, what’s the first thing you do? If you are like most people, you go directly to […]
Rainmaking Recommendation # 84: Why You?
October 14, 2013 by Leave a Comment
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 # 80: They Think I’m a Pest
October 14, 2013 by Leave a Comment
The part of Rainmaking that I try to pound into my client’s heads is “follow up, follow up, follow up”. But how many times should you try to get in touch with someone before you become a pest? There is no magic number. While some may say 3 times, others say 6 times and some […]
Rainmaking Recommendation # 65: “Who are you?” Rather than “What do you do?”
January 2, 2013 by Leave a Comment
When you go to a networking event, what’s the inevitable first question that you get asked or that you ask another? “What do you do?” The fact is that this question implies that you are only interested in what they do for business and what they can do for you, not who they are as […]
Rainmaking Recommendation #64: You Never Know Where You Will Meet Your Next Client
January 2, 2013 by Leave a Comment
Rainmaking Recommendation #64: You Never Know Where You Will Meet Your Next Client (There will be a reader who will see themselves in this Rainmaking Recommendation because he was one of its stars.) Last week I was working at a client’s law office. I went outside on this absolutely gorgeous day to take a break […]
Rainmaking Recommendation #60: Because the Bed Won’t Come to You
June 20, 2012 by 3 Comments
Q: Why do you have to go to bed at night? A: Because the bed won’t come to you! Okay, I know it’s a really bad kindergarten joke (I hope you are smiling), but the point is that clients won’t always just come to you. You have to “go” to them. Where do you find […]
Rainmaking Recommendation #58: May I have your Card?
May 16, 2012 by Leave a Comment
Look on the corner of your desk or open that top drawer – is there a stack of business cards you’ve collected during networking events? Pull the cards out and start going through them. Do you remember who any of these people are? First, cull through the list of cards and throw out any card […]
Rainmaking Recommendation # 57: Create your own Networking Group
May 16, 2012 by Leave a Comment
What type of law do you practice? What industry do you target? In each area of practice there is a list of people who work in the same in industry who do not practice law. People like accountants, psychologists/therapists, and other vendors who concentrate on the same group of people/businesses you are trying to reach […]