How to Make it Rain in a Drought - Law Office Management Seminar By Barbara Straczynski 05/13/09
The speakers at the LOM seminar had some fantastic tips for lawyers looking to increase their business. NETWORKING was one of the key topics discussed with some terrific suggestions on getting the business to shower by the bucketful. 1. Describe what you do in terms of how you help people. Make it brief by MEMORABLE. Be unique and what you do and how you do it. 2. Think in advance of conversation starters - news headlines, talk about the event your are at, talk about the speakers, notice someone's company and ask what they do and how long they've been at it. 3. Bring business cards, breath mints, pen 4. If you don't know anyone, the buddy system is perfect. Stay together, split up, then introduce to each other the contacts you both met. 5. Write notes about the people you met on the business cards they gave you to help you remember them. 6. Focus on QUALITY not quantity. Make contacts that will result in fruitful relationships. 7. Don't overlook people who not at the top right now. As they grow, so will you if you continue the relationship. 8. Bring your personality into the mix. Be engaging. Smile. Be interested in them. 9. Ask open-ended questions, get them to open up so you can help. 10. Keep in mind that everyone at the networking event is there for the same reason. 11. Follow up within 48 hours. If you don't follow up, you are not building a relationship. 12. You'll make a big impression if you send a handwritten note. So few people do that anymore. 13. At least once every 6 months, try to come up with some reason to contact that person. Identify people you want to stay in touch with. Way to Reconnect - send them an article - send them your newsletter - suggest a conference to attend - invite them to something - voice mail to touch base - all to ask for advice or information - use Google Alerts - email personal information regarding their personal likes - educate with information that you can help with - end each conversation with "how can I help?" It's all about who you know and keeping that relationship. Your network needs to be large. 600-1200 contacts can translate to millions of dollars in business. Social Networks As far as LinkedIn, put as information online as your comfortable with. A bonus is that you are on LinkedIn, and so are others, by your name. So if email addresses or phone numbers change, you can still reach these people. You have their contacts and they have access to yours. Through social networks, people are finding each other who lost touch 20 or more years ago.
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