As the old saying goes: ‘it’s not what you know but who you know’ - so how do we go about getting to meet more people?
A good networking event can open up a whole host of opportunities for you and your firm - and it’s everyone’s job to find them. But how? Business social events are a minefield and you can waste a lot of time and energy in a fruitless search. These ideas are designed to get you started and here’s my handful of top five tips.
1 Failing to plan is planning to fail
Do your homework and work out where the right people are most likely to be – which is where a firm-wide trawl of experience is valuable. Be ruthless, too. Just because you enjoy one of the local breakfast clubs and find it very social, really evaluate whether this is bringing the value of leads and referrals you seek. Social networking is all very well but it is not really business networking, is it?
2 Play to your strengths
Naturally enough, but what sort of networker are you?
The Fox - you are considered and strategic and able to outflank the opposition but ask not ‘what can my network do for me?’ but ‘what can I do for my network?’ this builds your reputation faster than anything else.
The Cat - you can quickly sense whether people are going to help you achieve your goals and will be quick to develop relationships with them, while avoiding wasting time on others. Try to re-evaluate your approach and aim for the long term.
The Labrador - naturally sociable and friendly, you quickly pick-up contacts but in a rather random fashion. Realise the scale of your contacts and look to make introductions within the firm and spread the warmth! The pay-back can be immense.
Recognising a style, work hard towards becoming the best you can be.
3 Express what you do to sound interesting and less intimidating
Think of a conversation as tennis players warming-up gently knocking the ball to and fro across the net; don’t make the mistake of responding to, ‘And what do you do…?’ like a Roger Federer serve: ‘Head of Corporate Litigation’; ‘Partner – Global Markets’; even ‘Divorce Lawyer’. Let who you are become what you do: ‘I head-up the team that sorts out client’s business problems…’; ‘I look after clients with overseas interests…’; ‘I help families…’ Each invites further enquiries and keeps the conversation going.
4 Business cards are an extension of the person
So, what does yours say about you? Crisp, clear, and professional or a bit tired, dog-eared, and kept in the back pocket?
And treat theirs with respect: look at it, make a positive comment about it (interesting logo, I know that area/town) and put it in a safe place – not tucked into the breast pocket with the rail ticket.
5 Be interested before trying to be interesting
If you spend more time listening to people and asking polite questions you’ll appear more interesting than monopolising conversations. And let’s face it; we tend to learn more with our mouths shut!
Remember, if someone asks, 'Are you a lawyer?' saying 'Yes' will not tell you as much as asking, 'Why?'
