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You can make it rain . . .     even i a d          in drought.              drought.                     h       Nora Riva...
Tomorrow morning,your ideal client walksthrough the door.Who is she?
5 Atticus Rainmaker Habits             1. Three marketing                contacts each week.                              ...
You Can Make It Rain           You can learn to be a           “natural” marketer.           Marketing is a process to    ...
You Can Make It Rain            Know what’s unique about            you and your firm.            Know who your “A” client...
Client Development Basics             1. Who to talk to             2. What to say             3. How & when to           ...
Remember: The 80/20 Rule!   GOOD            BAD   A&B             C&D           TIME          INCOME
Remember: The 80/20 Rule! 100 Clients      =     $100,000 20 A Clients     =     $80,000 80 Others        =     $20,000Inc...
Stop taking “D” Clients!
The Laser Talk•   I support (Specific description of client)•   In their desire to (Benefit or value statement)•   By mean...
5 Atticus Rainmaker Habits             1. Three marketing                contacts each week.                              ...
1   Three Marketing Contacts a WeekPlan on one hourLunch or dinnerBuilding rapportRelationship, Relationship, Relationship
2        Asking for ReferralsLet your best referral sources know thatthe practice thrives on referrals frompeople like them.
3       Adding Names    Add at least five new contacts    each month to your list.
4          Thank You HabitThanking your referral sourcesevery time they send a referral willreinforce your referral base.T...
5        Sharpening the SawRead a marketing book, article, orattend a workshop once per quarter                           ...
You can make it rain . . .     even i a d          in drought.              drought.                     h       Nora Riva...
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Rainmaking in Tough Times

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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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Transcript of "Rainmaking in Tough Times"

  1. 1. You can make it rain . . . even i a d in drought. drought. h Nora Riva Bergman g Practice Advisor, Atticus
  2. 2. Tomorrow morning,your ideal client walksthrough the door.Who is she?
  3. 3. 5 Atticus Rainmaker Habits 1. Three marketing contacts each week. week 2. Asking for referrals. 3. Adding names. 4. 4 Thank you habit. habit 5. Sharpening the Saw.
  4. 4. You Can Make It Rain You can learn to be a “natural” marketer. Marketing is a process to be mastered. One size does not fit all. You can continue to market, even if you’re busy.
  5. 5. You Can Make It Rain Know what’s unique about you and your firm. Know who your “A” clients are and where they come from. from. Stop wasting time on “D” clients. clients Have a plan.
  6. 6. Client Development Basics 1. Who to talk to 2. What to say 3. How & when to 3 H h t say it 4. Track your results
  7. 7. Remember: The 80/20 Rule! GOOD BAD A&B C&D TIME INCOME
  8. 8. Remember: The 80/20 Rule! 100 Clients = $100,000 20 A Clients = $80,000 80 Others = $20,000Increase A clientsby 25% - that’s 25% that s5 add’l “A” clients = $20,000
  9. 9. Stop taking “D” Clients!
  10. 10. The Laser Talk• I support (Specific description of client)• In their desire to (Benefit or value statement)• By means of (How one delivers those benefits)• And what is unique about my practice is. . . (Often what you might consider a weakness)
  11. 11. 5 Atticus Rainmaker Habits 1. Three marketing contacts each week. week 2. Asking for referrals. 3. Adding names. 4. 4 Thank you habit. habit 5. Sharpening the Saw.
  12. 12. 1 Three Marketing Contacts a WeekPlan on one hourLunch or dinnerBuilding rapportRelationship, Relationship, Relationship
  13. 13. 2 Asking for ReferralsLet your best referral sources know thatthe practice thrives on referrals frompeople like them.
  14. 14. 3 Adding Names Add at least five new contacts each month to your list.
  15. 15. 4 Thank You HabitThanking your referral sourcesevery time they send a referral willreinforce your referral base.This is vital to maintaining yourreferral relationship. pMake the thank you personal.
  16. 16. 5 Sharpening the SawRead a marketing book, article, orattend a workshop once per quarter quarter. Sharpening the Saw keeps you in action and motivated to promote your firm firm.
  17. 17. You can make it rain . . . even i a d in drought. drought. h Nora Riva Bergman g Practice Advisor, Atticus
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