Your Email:
Your Name:
To:
Subject:
Message: Hi, I thought you might be interested in this article I found. Rainmaker Habits that Make Lawyers Money If you are a solo attorney or if you work in a small firm, chances are good that you cannot afford to advertise with much frequency. This doesn’t mean that you can’t be an effective rainmaker. In fact, we’ve found that the opposite is actually true. The smaller the firm, the better the attorneys are at bringing in the business without advertising. This makes sense since there is no one else available in a small law firm to assume the responsibility for new business development. But how do those small law firm rainmakers manage to fit in activity that helps their practice grow? The answer lies in something that can not only make you successful in business; it can make you successful in life…your habits. I’m not talking about brushing your teeth after every meal and watching your sugar intake. I’m talking about the little things that add up to big dollars in the long run for small firms. Here are three habits many rainmakers use to build their client base with a limited amount of time and a tight budget. Write Something First Thing in the Morning Good marketing involves writing. Articles on your website help you build your visibility and credibility. A monthly newsletter helps educate and inform your pool of prospective clients. Being published in a trade journal can attract several new clients and position you as an expert. Direct mail to other attorneys helps them remember to refer business to you. The challenge comes in finding time to write. Rainmakers write every day. Most do their writing first thing in the morning. This not only gets the day off to a productive start, it also helps them build a library of marketing collateral. Get up early. Put on a pot of coffee and write a 500 word article. Save your articles and at the end of the week pick one and put it on your website. Take another one and submit it to a trade journal. Turn a third one into a letter that you send to your colleagues to help them keep you in mind. Set Up a Mailing Each Week There is an open secret among people who are really good at marketing. It is a secret we teach to everyone but only the most successful follow…. The secret is repetition. A prospective client must hear your message at least seven times before he/she will be ready to work with you. Rainmakers communicate with their clients and prospects regularly. They use email and regular United States Postal Service mail to stay in touch with their client base. They use the mail to educate, inform and motivate clients, prospective clients and referral partners. The best rainmakers mail often. Some of them even send out a mailing each week to a different audience. A typical schedule could look something like this: Week one - mail a newsletter to existing clients. Week two - mail an educational piece to prospects. Week three - mail to clients who have worked with you in the past but are not currently active. Week four - mail to referral partners. The key to success with this approach is consistency. Reach out to each audience every month. Schedule Lunch with a Client Every Day There is nothing to be gained by eating lunch at your desk. You can’t be 100 percent focused if you’re crunching on a salad or slurping soup while reading depositions. If you truly want your lunchtime to be productive, use it as marketing time. Invite a client or prospect to lunch. You don’t need to focus on business. The reason you are going to lunch is to build or strengthen your relationship. Deep client relationships mean more work for your firm. Clients do business with people they know, like and trust. Spending non-business time with your clients is a great way to deepen your relationship with them. Good marketing does not have to be time consuming. It is a matter of doing the right things, consistently. It is a matter of good habits. Link: http://www.rainmakerlawyer.com/site/permalink/rainmaker_habits_that_make_lawyers_money/