Networking tips for lawyers

Networking tips for lawyers

Networking tips for lawyers

Networking is largely pointless from a commercial perspective unless you have a mission and deliver results aligned with its goals. However, not all lawyers are natural networkers so they often migrate towards the corner of the room with a few canaps and familiar faces. If this sounds familiar and you answer yes' to the following questions you will find this article could change your attitude to networking events.

Do you find yourself doing the rounds' of network events and seminars but not really generating useful leads?

Do you look at other lawyers who seemingly mingle effortlessly with groups of people, coming away with at least a handful of telephone numbers and warm leads and wonder how they do it?

These top tips for professional networking should help you to maximise networking opportunities and set you on the road to achieving real results from such events:

Prepare beforehand scan the guest list if possible and learn about other delegates. If there's anyone there who can help you, make a point of targeting them at the event and introduce yourself.

Give yourself three realistic targets so you have a focus and an objective for being there. These could be something as simple as:

a. Identify and make an approach to a good potential client

b. Return to the office with at least one warm lead

c. Give your business card to at least six relevant individuals

Learn how to scan a room to identify individuals and groups of people who are ready to communicate with you. There are specific techniques to help you with this, as expertly described by Will Kintish, one of the sector's leading networking consultants.

Just as bad as standing apart from everyone and not networking at all is latching onto someone who is equally as nervous as you, and spending the whole event chatting to them, regardless of whether they are useful to you or not. This is a natural reaction and at most events, you will find someone who will monopolise your time. Learn how to politely end a discussion with these individuals and move on.

Listening is more important than talking. Ironically, whenever we start networking against our will, we usually feel compelled to talk at people and to be interesting but it's all a huge waste of energy because only by asking the person questions about themselves will you find out what they do, whether they could become a client, what they need and whether they are happy with their current lawyer.

One of the most important rules to remember, yet one which is frequently forgotten is that when you make contact with a lead, you must ask them if you can make contact again with them, outside of the event. Arrange a day and time (certainly within one week) and ensure you follow up your discussion. Make a mental target to seal the deal when you meet up and make contact again during this time.

It is natural to think that everyone else at an event will know each other and indeed it may seem that this is the case. However, try to convince yourself that they are there for the same reason as you and that they have been waiting for the opportunity to meet you. Learn some effective networking techniques and you will soon start making the most of these events rather than just turning up to eat canaps!

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