rainmaking in tough times

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You You can make it rain . . . can make it rain . . . i d h d h even in a even in a drought drought. Nora Riva Nora Riva Bergman Bergman Practice Advisor, Atticus Practice Advisor, Atticus

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Are you a solo attorney or principal in a small law firm responsible for marketing your law practice? Are you wondering when the next client will walk through the door?Nationally recognized attorney coach Nora Riva Bergman outlines "5 Rainmaker Habits" that, if practiced with regularity, will make it rain, even in drought.Read more about Nora's attorney coaching and consulting services at http://reallifepractice.com/attorneys/marketing/ or call toll free: (866) 662-0993.

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Page 1: Rainmaking in Tough Times

You You can make it rain . . .can make it rain . . .ii d hd heven in a even in a droughtdrought..

Nora Riva Nora Riva BergmanBergmanggPractice Advisor, AtticusPractice Advisor, Atticus

Page 2: Rainmaking in Tough Times

Tomorrow morning,Tomorrow morning,Tomorrow morning,Tomorrow morning,

your ideal client walksyour ideal client walks

through the door.through the door.

Who is she?Who is she?

Page 3: Rainmaking in Tough Times

5 5 Atticus Rainmaker Atticus Rainmaker HabitsHabits

1.1.Three marketing Three marketing contacts each weekcontacts each weekcontacts each week.contacts each week.

2.2.Asking for referrals.Asking for referrals.

3.3.Adding names.Adding names.

44 Thank you habitThank you habit4.4.Thank you habit.Thank you habit.

5.5.Sharpening the Saw.Sharpening the Saw.

Page 4: Rainmaking in Tough Times

You Can Make It RainYou Can Make It Rain

You can learn to be a You can learn to be a “natural” marketer.“natural” marketer.

Marketing is Marketing is a process to a process to be mastered.be mastered.

One size does not fit all.One size does not fit all.

You can continue to You can continue to market, market, even if even if you’re you’re busy.busy.

Page 5: Rainmaking in Tough Times

You Can Make It RainYou Can Make It Rain

Know what’s unique about Know what’s unique about you and your firm.you and your firm.

Know who your “A” clients Know who your “A” clients are and where they come are and where they come fffrom.from.

Stop wasting time on “D” Stop wasting time on “D” clientsclientsclients.clients.

Have a plan.Have a plan.

Page 6: Rainmaking in Tough Times

Client Client Development Development BasicsBasics

1.1.Who to talk toWho to talk to2.2.What to sayWhat to say33 H & h tH & h t3.3.How & when to How & when to

say itsay it4.4. Track your resultsTrack your results

Page 7: Rainmaking in Tough Times

Remember: The 80/20 Rule!Remember: The 80/20 Rule!

GOODGOOD BADBADA & BA & B C & DC & D

GOODGOOD BADBAD

TIMETIME

INCOMEINCOME

Page 8: Rainmaking in Tough Times

Remember: The 80/20 Rule!Remember: The 80/20 Rule!

100 Clients100 Clients = = $100,000$100,000

20 A Clients20 A Clients == $80,000$80,000

80 Others80 Others == $20,000$20,000

Increase Increase A clients A clients byby 2525%% -- that’sthat’sby by 2525% % -- that sthat s5 5 add’ladd’l “A” clients “A” clients = $20,000= $20,000

Page 9: Rainmaking in Tough Times

Stop taking “D” Clients!Stop taking “D” Clients!

Page 10: Rainmaking in Tough Times

The Laser TalkThe Laser Talk

• I support (Specific description of client)I support•• In their desire toIn their desire to

By means ofBy means of

(Benefit or value statement)

(How one delivers those benefits)•• By means ofBy means of•• And what is unique about my practice And what is unique about my practice

(How one delivers those benefits)

is. . .is. . . (Often what you might consider a weakness)

Page 11: Rainmaking in Tough Times

5 5 Atticus Rainmaker Atticus Rainmaker HabitsHabits

1.1.Three marketing Three marketing contacts each weekcontacts each weekcontacts each week.contacts each week.

2.2.Asking for referrals.Asking for referrals.

3.3.Adding names.Adding names.

44 Thank you habitThank you habit4.4.Thank you habit.Thank you habit.

5.5.Sharpening the Saw.Sharpening the Saw.

Page 12: Rainmaking in Tough Times

11 Three Marketing Contacts a WeekThree Marketing Contacts a Week

Plan on one hourPlan on one hour

Lunch or dinnerLunch or dinner

Building rapportBuilding rapport

Relationship, Relationship, RelationshipRelationship, Relationship, Relationship

Page 13: Rainmaking in Tough Times

22 Asking for ReferralsAsking for Referrals

Let your best referral sources know that Let your best referral sources know that the practice thrives on referrals fromthe practice thrives on referrals fromthe practice thrives on referrals from the practice thrives on referrals from people like them.people like them.

Page 14: Rainmaking in Tough Times

33 Adding NamesAdding Names

Add Add at leastat least five new contacts five new contacts each month to your list.each month to your list.

Page 15: Rainmaking in Tough Times

44 Thank You HabitThank You Habit

Thanking your referral sources Thanking your referral sources every timeevery time they send a referral willthey send a referral willevery timeevery time they send a referral will they send a referral will reinforce your referral base. reinforce your referral base. This is vital to maintaining your This is vital to maintaining your referral relationship. referral relationship. ppMake the thank you personal.Make the thank you personal.

Page 16: Rainmaking in Tough Times

55 Sharpening the SawSharpening the Saw

Read a marketing book, article, or Read a marketing book, article, or attend a workshop once per quarterattend a workshop once per quarter

Sharpening the Saw keeps youSharpening the Saw keeps you

attend a workshop once per quarter.attend a workshop once per quarter.

Sharpening the Saw keeps you Sharpening the Saw keeps you in action and motivated to in action and motivated to

promote your firmpromote your firmpromote your firm. promote your firm.

Page 17: Rainmaking in Tough Times

You You can make it rain . . .can make it rain . . .ii d hd heven in a even in a droughtdrought..

Nora Riva Nora Riva BergmanBergmanggPractice Advisor, AtticusPractice Advisor, Atticus