Networking for New Lawyers: Everything You Need To Know
Introduction
Are you wasting your time on the wrong attorney networking activities? When it comes to developing a new business, the old adage, "It's not what you know, it's who you know," is still true. Since business comes from people, it is also vital that you know the right people. Read on to understand why and how to network and develop deeper relationships that bring new clients who best fit your expertise, personality, and legal practice areas.
Attorney Networking: You're In For the Long Haul
Legal networking is playing a long game, which means you may not experience instant results. As with all marketing strategies, you are planting the seeds for future business, and you can't wait until the phone stops ringing to start drumming up new business. The people you meet today may be your strongest advocates tomorrow. And if they don't refer clients directly, they may be able to serve as a valuable resource to your business in other ways. So don't give up on them.
What Are the Benefits of Networking for Lawyers?
You didn't go to law school to learn how to make small talk at a cocktail party or on a Zoom call, so you may be wondering how it will benefit you to step out of your comfort zone. Here are some reasons to expand your sphere of influence:
To grow your practice;
To set yourself apart in the legal industry and the professional community;
To increase visibility;
To meet like-minded power partners who refer clients;
To meet professionals who may serve as a resource;
To learn from other successful attorneys and business owners; and
To share your experience and mentor others often creates a sense of duty to support you in return.
4 Essential Networking Tips for Lawyers: Building Connections
Relationships are the king in the business world, so here are a few suggestions to encourage others to approach you and connect with you. The deepest connections often spawn the most prosperous results.
Be accessible and personable: Remember that many potential clients and referral partners may feel intimidated by attorneys, so show a little of your personal side.
Break down barriers: Present yourself as a helpful counselor, not a high authority.
Quality over quantity: Receive qualified referrals over a number of clients who are challenging and not the right fit for your firm.
Distinguish yourself: Many lawyers struggle with networking, relationship building, and business development. Set yourself apart by excelling in this arena.
Best Practices To Network as a Lawyer
In the realm of business, and especially within the legal profession, connections and relationships are paramount. Picture the most powerful business agreements you've seen on the silver screen, often sealed with a simple handshake at a casual social event: This is the power of relaxed, personal networking. Let's delve deeper into how you can utilize this interpersonal approach to expand your legal practice and establish yourself as an expert in your field.
Get social
As you've probably seen in the movies, some of the biggest business deals are sealed by a handshake on the golf course by men and women wearing polo shirts and shorts. That's because, at social events, we are relaxed, disarmed, and open to cooperation with others. So, when you think business, think personal.
Ask for introductions
Identify potential key referral partners or individuals;
Ask people in your current social circle to introduce you to anyone they know who fits this profile;
A joint email introduction is good. A personal introduction is better!
Offer to reciprocate
Perhaps there is someone in your lawyer networking community who would be a good match for the individual making an introduction for you?
Create your own networking events
Who doesn't like to have a good time? Hosting face-to-face events is an excellent way to meet new contacts and have productive conversations with those you already know.
Host small events such as business lunches;
Host mid-sized events such as a mixer of 10 to 20 guests who might form prosperous partnerships; or
Host large events like a grand opening or a holiday party.
Succeed at legal networking events: Double the fun
Ask your guests to invite a guest. Don't confine yourself to those you currently know. Consider it a success to meet at least one new contact, and always be on the lookout for ways to increase your exposure.
Grow your practice through attorney referrals
Meeting and mingling with other attorneys can result in a surge of optimal client referrals, especially because other lawyers are apt to understand your practice area and correctly identify the correct client to introduce.
Reach out to successful attorneys in complementary areas of law;
Meet attorneys who practice the same area of law. For many reasons, they may have clients who are not a right fit for their firm to send your way happily; and/or
Join attorney-focused networking groups.
Leverage your local community
Anyone with significant social influence could be a key supporter. Those who possess the power to successfully build and maintain solid relationships can be a gold mine for new connections. Who are the leaders in your community? In your client's community? Get to know them well.
Be a connector
Everyone appreciates introductions to quality professionals and likable, trustworthy people. Whether it's a client, a personal contact, or a business-to-business partner, make time to introduce like-minded, synergistic individuals who may refer business or serve as a resource for one another.
Position yourself as an expert in your field
To win the trust of attorneys, you should prove your own expertise in the field and, what is more important, make yourself visible. It's not just who you know. It's who knows you.
Be a guest on podcasts or start your own;
Seek opportunities to write articles, guest blogs, and be quoted in publications. Video interviews are great, too;
Offer to provide educational presentations;
Volunteer as a board member for influential organizations that relate to your field of law or serve the community you wish to reach; and
Promote your appearances shamelessly. Don't keep your success a secret.
Legal Networking Watchwords: Like, Know, and Trust
It is well-known that everyone prefers to work with someone they like, know, and trust. Here are the 4 top tips for creating good vibes:
Socialize: Non-business-focused events often reap the greatest attorney networking rewards because people let their guard down. Everyone you meet may know someone in need of your expert counsel, and since you may be the only lawyer they've met, they will likely think of you first.
Take off your lawyer hat: Speak in layperson's terms and share a few personal tidbits.
Shatter the intimidation factor: Reveal your humanity and humility.
Lighten up the conversation: Don't hesitate to use humor because everyone loves to smile.
Succeed at networking without really trying
Be yourself and practice excellent listening skills. Ask follow-up questions that focus on the person you are getting to know, and resist the urge to spend an inordinate amount of time talking about yourself. The plain truth is that most people like to talk about themselves. As an engaged listener, you will probably win their favor quickly and leave a lasting, positive impression.
Conclusion
In conclusion, effective networking for lawyers isn't reliant solely on your legal prowess but also on the personal relationships cultivated along the journey. It's about showing your human side, breaking down barriers, and consistently proving to be a helpful, approachable expert in your field. Networking, when done correctly, isn't about wearing a sales hat — it's about actively listening, creating mutual connections, and advocating for others with the knowledge that down the line, you'll reap the rewards of this relationship-based initiative.