Transcript Summary Lex Mundi - Women and the Law Committee

Lex Mundi - Women and the Law Committee
Making Rain:
Seven Habits of Successful
Women Rainmakers
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Lex Mundi - Women and the Law Committee
There is no “right way” to market
Effective marketing produces
results; ineffective marketing
doesn’t.
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www.clientfocus.net
Lex Mundi - Women and the Law Committee
Successful rainmakers:
1. Make business development a priority
• Treat it as seriously as a client commitment
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www.clientfocus.net
Lex Mundi - Women and the Law Committee
Successful rainmakers:
2. Focus their marketing efforts
•
Realize there are too many people to market to
•
Make the most of limited marketing time
•
Don’t commit “random acts of lunch”
•
Nurture existing client relationships
•
•
Past and current clients are best source of business
•
Stay in touch
•
Help them
Use the “pebble in the pond” approach
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Lex Mundi - Women and the Law Committee
Internal
Referrals
Past Referral
Sources
Clients
“Strangers”
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Lex Mundi - Women and the Law Committee
Successful rainmakers:
3. Engage in high-payoff activities
• Analyze what’s worked
• Leverage their strengths
• Focus on relationship-building
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Lex Mundi - Women and the Law Committee
Successful rainmakers:
4. Follow up consistently
• #1 mistake is failing to do so
• Fewer than 3% hired after only one contact
• Takes 7 - 9 contacts
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Lex Mundi - Women and the Law Committee
Successful rainmakers:
5. Have good marketing habits
• Develop a marketing mindset
• Adopt a schedule
• Use a plan
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Lex Mundi - Women and the Law Committee
Motivation is what gets you
started; habits are what keep
you going.
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www.clientfocus.net
Lex Mundi - Women and the Law Committee
Successful rainmakers:
6. Build strong relationships
• Understand clients’ needs
• Understand clients’ businesses
• Listen more than talk
• Understand “telling is not selling”
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Lex Mundi - Women and the Law Committee
Successful rainmakers:
7. Ask
• For business
• For referrals
• For cross-selling opportunities
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www.clientfocus.net
Lex Mundi - Women and the Law Committee
Summary
Seven Key Strategies
1. Make business development a priority
2. Focus your marketing efforts
3. Engage in high-payoff activities
4. Follow up consistently
5. Have good marketing habits
6. Build strong relationships
7. Ask
[email protected]
www.clientfocus.net
Lex Mundi - Women and the Law Committee
Your next steps
• Key Insights
• Seven-Day Action Steps
• Thirty-Day Action Steps
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www.clientfocus.net
Lex Mundi - Women and the Law Committee
To contact Sara Holtz:
[email protected]
www.clientfocus.net
916-797-1525
[email protected]
www.clientfocus.net