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Making Rain: Seven Habits of Successful Women Rainmakers

Lex Mundi - Women and the Law Committee. Making Rain: Seven Habits of Successful Women Rainmakers. Lex Mundi - Women and the Law Committee. There is no “right way” to market Effective marketing produces results; ineffective marketing doesn’t. Lex Mundi - Women and the Law Committee.

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Making Rain: Seven Habits of Successful Women Rainmakers

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  1. Lex Mundi - Women and the Law Committee Making Rain: Seven Habits of Successful Women Rainmakers holtz@clientfocus.net

  2. Lex Mundi - Women and the Law Committee • There is no “right way” to market • Effective marketing produces results; ineffective marketing doesn’t. holtz@clientfocus.net

  3. Lex Mundi - Women and the Law Committee Successful rainmakers: • Make business development a priority • Treat it as seriously as a client commitment holtz@clientfocus.net

  4. 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 holtz@clientfocus.net

  5. Lex Mundi - Women and the Law Committee Internal Referrals Past Referral Sources Clients “Strangers” holtz@clientfocus.net

  6. 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 holtz@clientfocus.net

  7. 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 holtz@clientfocus.net

  8. Lex Mundi - Women and the Law Committee Successful rainmakers: • 5. Have good marketing habits • Develop a marketing mindset • Adopt a schedule • Use a plan holtz@clientfocus.net

  9. Lex Mundi - Women and the Law Committee • Motivation is what gets you started; habits are what keep you going. holtz@clientfocus.net

  10. 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” holtz@clientfocus.net

  11. Lex Mundi - Women and the Law Committee Successful rainmakers: • 7. Ask • For business • For referrals • For cross-selling opportunities holtz@clientfocus.net

  12. Lex Mundi - Women and the Law Committee Summary • Seven Key Strategies • Make business development a priority • Focus your marketing efforts • Engage in high-payoff activities • Follow up consistently • Have good marketing habits • Build strong relationships • Ask holtz@clientfocus.net

  13. Lex Mundi - Women and the Law Committee • Your next steps • Key Insights • Seven-Day Action Steps • Thirty-Day Action Steps holtz@clientfocus.net

  14. Lex Mundi - Women and the Law Committee • To contact Sara Holtz: • holtz@clientfocus.net • www.clientfocus.net • 916-797-1525 holtz@clientfocus.net

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