Prevent the Dog Days of Summer From Slowing Down Your Rainmaking by Lisa Goldstein
Slump, and the world slumps with you. Push, and you push alone. -Laurence J. Peter
The Dog Days of summer are here. Even if you have been diligently pursuing clients all year long, now is a time where it is easy to get distracted. It's more attractive to go home and sit in the air conditioning or by the pool then to make the effort to pick up the phone and entertain prospects and clients. Besides, your potential clients probably don't have the time to meet with you in August anyway. It's a huge vacation month.
Or, perhaps you don't think the Dog Days of summer are a difficult time to connect with prospects and clients. You had four business development meetings scheduled in July and August. Unfortunately, two cancelled. The one meeting you conducted probably would have gone better had it been held in a pool. After five minutes of strenuous conversation, the potential client glanced at his watch, stated that he had to run to another meeting and asked for your brochure.
Maybe neither of these scenarios applies to you right now, but there are times when no matter what effort you put into business development you will feel as though you are in a slump. It happens to the best of us. What separates the exceptional rainmakers from the average rainmaker is how they handle the slump.
When a new rainmaker encounters a slump, a typical response is to drop all rainmaking activities because "they just don't work". I have to be honest, it is much easier to give up and say you tried then to keep pushing forward. However, if you keep the following thoughts in your mind, and continue with your rainmaking plan, you will propel yourself out of the slump.
-It is a slump. It will end and you will have success again.
-Remember the basics of rainmaking. Connect with potential clients who recognize the value proposition you bring to their business.
-Keep your activity up. If you are not meeting enough people who face the legal challenges you can solve and who are in a position to hire you, then you will not be successful.
-Remain positive. This is difficult for lawyers who are results oriented. We like to be rewarded with instantaneous success. Unfortunately, that's not the way to get out of a slump. If takes time and persistence.
Enjoy the rest of your summer! Stay cool and keep up your rainmaking activity so the "Dog Days of summer" will produce new clients in the fall.