March 23, 2007
Successful Rainmakers Look Close to Home for Results
The Remsen Group’s Marketing Tip of the Month is a reprint of Seven Habits of Successful Rainmakers by Sara Holtz of ClientFocus.
As I see it, the most important point of Holtz’s article is that the most successful rainmakers “treat their current and former clients as well as, or better than they would treat a prospective client”.
It is our existing relationships that foster new ones. It is from those relationships, including our existing and former clients that referrals come. Yet, as Holtz observes, “some lawyers focus their marketing efforts on cultivating new relationships with people they have never done business with before. They ask these ‘strangers’ out to lunch, invite them to firm seminars, and call and e-mail them. Meanwhile, their most valuable assets—their existing clients—are being neglected“
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