In order to develop relationships with colleagues, generate potential clients, or further your career it is likely that you will need to network.
Networking has always been an indispensable business feature, but in recent years we have seen many changes in how people actually engage in networking. The internet has altered the ways in which we communicate with each other, providing platforms such as Facebook, Twitter, LinkedIn and so on, that allow us to connect with people from around the world in an instant. Modern lawyers have the ability to utilise social media and blogging in a bid to engage with clients and colleagues wherever there are.
However, there are still many opportunities to meet people face to face, which should never be overlooked, as they frequently offer far greater prospects than some ‘newer’ methods. Trade shows, conferences, seminars, and networking events are great for building or creating new business, meeting your peers, and self-promotion.
To ensure you get the most from your networking efforts we have put together a few tips:
1. Be prepared
If you are planning to attend a networking event it is worth doing a little research before the day. Conferences, seminars and trade shows all provide lists of speakers, stands and guests so you can check out who might be good to meet in advance, make a list of those you wish to meet then use social media sites to check out individuals – read their bios, look at their specialities, and discover areas of interest. Use your lists wisely; if possible email people in advance asking to connect on the day, and plan some considerate questions for when you are face to face.
2. On the day
Getting to your chosen networking event early will allow you time to assess your surroundings, introduce yourself and make an impression before the day gets too busy. It is common that people pair up early, or leave before the end of the event so don’t miss any opportunities by being late. Make use of your research by talking to people about the information you discovered, discuss their interests and pay attention to their comments.
3. At the event
Your research before the event, and your early arrival on the day, will allow you to make effective use of your time, so mingle from the outset. Your goal is to develop a relationship with the people you meet so don’t rush around trying to talk to everyone, instead spend time making each interaction count, be friendly, polite and attentive, and use your prior research where possible. Ask open questions and listen to the responses – don’t be side-tracked by another person on your list who happens to pass by within hailing distance.
It can be awkward approaching a large group of people so instead focus on individuals, or small groups. Don’t interrupt people when they are actively engaged in conversation, be patient, talk to those on the outskirts of the group first, or wait for a lull in conversation.
Don’t assume that just because someone isn’t with a large group, a well-known firm, or you don’t have them on your list, they aren’t worth talking to. They may not be in a position to work with you now but you never know where they might be in five years from now.
4. After the event
Remember the purpose of networking is to develop relationships with colleagues and potential clients. A relationship can’t develop and grow if you don’t actively cultivate it after the initial seed planting introduction. Keep the business cards you collected throughout the day; store the details in your phone, or contacts book, and connect on social media with the people you met. If possible send an email thanking them for their time, saying how nice it was to meet them, and so on.
Follow them on Twitter, like them on Facebook, comment on their blogs, and check out their firm’s social media postings as this will continue interactions and enlarge your network.
