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Rainmaking Recommendation from Jaimie Field: Go the Extra Mile

By Lindsay Griffiths of on February 20th, 2013
Posted in Zen & the Art of Legal Networking

This morning, I’m bringing you another great recommendation from rainmaking expert, Jaimie Field, Esq!

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There truly is a difference between “doing your job” and “going the extra mile”. It is this difference that will skyrocket your rainmaking efforts as people begin to talk about the fact that you are no ordinary attorney.

How do you “go the extra mile”?

It’s not that difficult. It is truly the little things that count. For example you can:

  • Return a call or email within 24 hours (or have your assistant return the call and schedule time to speak with them);
  • Find out, prior to a meeting, what they like to eat or drink and make sure it is available to them at the time they come to visit;
  • Listen to them carefully for moments you can help them with something that has nothing to do with practicing law. For example, if their back is bothering them, refer them to a chiropractor. If a birthday is coming up, recommend a great restaurant. If they need a contractor to renovate their home, refer a reputable one.
  • Admit when something goes wrong and make sure to find a way to rectify it. Too often we try to sweep mistakes under a rug as we don’t want to be perceived as infallible as attorneys.
  • Don’t make promises you cannot or will not keep. You cannot win every case, and you don’t know the outcome. You can only rely on past experience.
  • Be genuinely thankful for the opportunity to work with them.

With almost 1.5 million attorneys practicing in the U.S. there are few things you need to remember:

  1. The number one reason people leave their attorney is “attorney indifference.” They can, and will, go elsewhere if they don’t feel like you are taking care of them;
  2. While statistics vary considerably, more people will talk about a bad experience than a good one.  And this is exponentially multiplied when you factor in the internet as a way to spread the news.  This can be a great way to make sure clients never come to your office again; and
  3. When you go that extra mile and you now have the ability to legitimately ask your clients for referrals.

How are you going to “go the extra mile?”

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ALL INFORMATION IS THE COPYRIGHT OF MARKETING FIELD, LLC © 2013

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that
when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving
the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous
Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog.