Attorneys Who Network Like the Pros

Attorneys Who Network Like the Pros

Attorneys Who Network Like the Pros   

Turning contacts into connections

Great networkers know how to “work a room!”  Attorneys who network like the pros are easy to spot. They’re circulating with grace and ease, meeting, greeting and talking to people in a way that looks and sounds sincere. It’s obvious they know how to start, develop and end lively and interesting conversations that build rapport.

Working a room like a pro means having many short conversations with many people.  Short doesn’t mean superficial.  It’s completely possible to have thought-provoking, meaningful and stimulating short conversations with new contacts that create connections and make you memorable.

Many attorneys attend networking events with good intentions of meeting people and cultivating new relationships.  Not everyone goes with the same good intentions. Some are only attending to hunt for prey and seem more interested in making you their next victim. Networking isn’t about hunting for prospects; it’s about making contacts that eventually lead to a connection. The networker that works a room in a “what’s in it for me” fashion will never build relationships and gain clients.

Working a room is not about buzzing around, passing out your cards like a black jack dealer and having fleeting half-conversations with other people.  Sure, you will meet a lot of people but it will be highly unlikely that you’ll make an impact.  If you do, it won’t be a favorable one.

For many, networking comes naturally. For others it has to be learned and continuously honed. Not everyone gets excited or enjoys attending networking events. Like it or not, you have to do it. Yes, it can be uncomfortable walking into a room full of people you don’t know, but it’s not an excuse for skipping this business building activity. When you know how to work a room you feel better about yourself, make great social and business contacts and you will be able to make others feel more comfortable too.  Your confidence will attract them to you and make them want to know you better.

Next time you are at an event, make a conscious decision to approach people whom you might not normally speak to. Armed with your repertoire of conversation starters and questions, you should have no difficulty in making a good first impression and developing rapport. The more people you meet in a genuine way, the less fazed you will be by the networking process.  It’s all part of the big networking plan of effectively working a room.

Another very important tip to remember when you are working a room is to not to be in “sales mode.”  Move gently from social to business conversation and avoid any sense of “selling.” People aren’t at networking events to buy or be sold, they’re there to network.

You must network if you want to grow your business, retain more business and gain referrals.

You must be willing to have interesting conversations with many new people. I tell my clients that unless your phone is ringing off the hook and have more business than you can handle, you must be out working a room on a consistent basis.

Get out there and start working the room like the pros. It is one of the best ways to grow your practice.