The rainmakers I know all share two qualities when meeting with current and prospective clients.1.) They are relatable.
They act and speak like regular human beings, not like lawyers. They are naturals at putting themselves in their clients’ shoes, which allows them to understand what the clients are thinking and how they are feeling.
They give their clients and perspective clients the freedom to tell their stories and share their concerns in their own words. This approach is effective in drawing clients out and getting them to talk. The tonality of their conversations projects a demeanor that is pleasant, confident, and curious.2.) Their questions and comments focus on the client’s concerns.
They use their legal skill, coupled with knowledge and a bit of creativity, to adapt their questions, comments, and advice to the client’s unique circumstances—business realities, personal preferences, desired outcomes, etc.
They demonstrate value by constantly connecting their questions, recommendations, and ultimately their strategies, to items the client cares about. This approach helps clients feel acknowledged and makes them receptive to hearing and considering advice.
Here are examples of focused and thought-provoking questions rainmakers ask to focus on the client…and improve their “relatability” rating:
Asking focused, thought-provoking questions makes it easy for clients/prospective clients to open up and fully participate in the conversation. And that, in turn, enables you to better understand their situations, expectations, and desired outcomes as you analyze the opportunities.
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