3 Important Ways to Nurture Your Network

On the heels of a 1-hour coaching webinar I just conducted on how to successfully work a room, I thought it would be fitting to devote this post to strengthening and building your network.

Your network... your contacts... your business relationships are perhaps the most important assets you have. Lose them and you'll essentially lose your practice. In order to keep your network safe and sound, you must work on fostering it - and getting the most value from it.

Also read: Build on Your Strengths for Big Business

Here are three essential ways to build better business relationships... and keep them blooming:

1. What value can you provide them?

Focus on ways you can help your contacts, NOT on ways they can help you. Think of some ways you can help someone with limited time and resource investment. Doing this will ensure that you'll be top of mind next time this person or someone in their network has a need that fits your area of expertise.

2. Broker new relationships.

This can do wonders for your professional brand. Simply make an introduction between two people in your network who share a common interest or challenge. Think of the new, individual relationships you'll foster!

3. Step away from the wall.

If you're shy about forming new relationships and networking in a room full of people, I urge you to seek help in getting over your apprehension. Stepping outside your comfort zone can ultimately help you form new, productive relationships whenever an opportunity arises. Sure, it's not an easy task - but it's a fruitful one.

Also read: Networking - Craft a Strategy that Works

Invest time in your network. Having high-quality business relationships will pay off in dividends for your personal and professional development.

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Determining our strengths is easy. Leveraging them is another story.

Think for a moment about your talents. Ask yourself what are you really good at.

Next, think about how you can use your skills to increase business.

Here are a few examples.

Let's say you're a powerful public speaker.  When you speak - people listen!

Here are some ways you can leverage your public speaking skills:

• Maximize visibility within your firm by offering to speak at company retreats, practice groups, or in-house seminars.
• Document or record your speeches and distribute them to clients and prospects.
• Spread the word about your presentations.  Invite the trade press to events where you'll be speaking, including conferences.
• Encourage colleagues to cross-sell your practice by speaking to them during a practice group meeting.

Now, what if you hate public speaking... but love to network?

As a networker, YOU can have a business advantage if you:

• Ask contacts to introduce you to potential clients - including ones you've targeted.
• Keep in touch by regularly pinging members of your network either by phone, e-mail, or in-person.
• Ask members of the network for advice, especially marketing advice.
• Practice social arbitrage, or knowledge brokering, by introducing members of your network to each other. They will profit from these meetings - both personally and professionally - and the introductions will reflect well on you.

Make an effort to translate your personal strengths into specific actions that will help build business.

Drawing on these strengths will not only make you more efficient - you'll become an even better rainmaker!

3-Part Plan to Help You Connect with the Right People

Networking is key to marketing your legal practice, but determining which events to attend and identifying who to meet can be difficult for busy time-strapped attorneys.

You need a NETWORKING STRATEGY.

Also read: Be Confident in Any Environment

Here are three essential elements you need in order to create a networking plan.

1. Identify top prospects.

For moment, think about your best prospects. Can you describe them? If you're not sure how to do this, reflect on your past clients. What industries were they in? What kinds of matters did they bring you?

2. Identify places to meet prospects.

Don't spin your wheels trying to go to every networking event that comes your way. Attend only the ones that matter. For example, if you're trying to meet small business owners, then you'll generally want to spend time at chamber of commerce events, or your local business association.

If you're looking to meet representatives from bigger corporations in your area, I recommend service clubs, nonprofit groups and volunteer work. Another good way is by attending homeowners' association meetings. It's a great way to connect with people who work in the corporate world but don't attend typical networking events.

Also read: Perfect Your Elevator Speech - Tips and Strategies

3. Remember - Six degrees of separation.

You never know who your contacts will know. The greater the number of networks you're connected with, the greater the chance that there's a short chain of contacts between you and anyone you'd care to name. All you have to do is recognize that fact and ask a few people a specific question or two. The answers will either put you in direct contact or lead you in the direction of the networking events you need to attend.

Incorporate these elements into your networking strategy, and you'll use that strategy for life. Networking will build your business. Trust me.

Article adapted from Three Essentials to Creating a Networking Strategy by Ivan Misner, Entrepreneur Magazine.

Let Old School Friends be Sources of New Business Referrals!

When many professionals think about networking, their colleagues immediately come to mind. It's rare that lawyers would call on a old classmates for a referral, or expect to receive one from them.

But why?

What's wrong with making business connections with former classmates?

Absolutely nothing.

In fact, classmates from law school, undergrad, or even high school can be sources of new business IF you connect with them in the right ways.

Here are three ways to help you reconnect with old classmates and convert those relationships into useful referrals for your practice.

1. Contact the alumni services department.

Colleges and universities have created networking "affinity" groups and other opportunities to help students sustain their relationships with each other as well as their universities. By being active with your alumni organization, you can share news about your business that may catch the eye of your fellow graduates. You can also mine their network of current and former students to find out who you may want to connect with.

2. Go online.

LinkedIn is the largest "business only" social network, and you will likely find many of your former classmates there. And then of course there's Facebook.

Once you've started reconnecting with old classmates, it's important to keep track of these valuable contacts by setting up and maintaining a database. In addition to the standard contact databases available inMicrosoft Outlook or the more robust contact management systems such as ACT, there are web-based contact storage systems that let you store your contacts in "the cloud." You can do this in Gmail and Yahoo, or through your account on LinkedIn or online address book Plaxo.

For the mobile set,  Go2Tag mobile application allows you to create and apply customized "tags" for your contacts, so you can remember if you met them at school or, say, at a networking event.

3. Ask for referrals.

The next step is to tactfully tap your "social capital." You can do this by asking your contacts if they know anyone who might be a potential customer for your business. A successful offering may not only encourage those in your network to buy but also to "share" it with the people in their networks.

Good friends, old classmates, casual acquaintances - they're all potentially wonderful business contacts. Keep them close - and tap into them wisely.

Adapted from article Don't Wait for a Reunion to Network with Former Classmates on Entrepreneur.com.

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The Early Bird Always Gets the Worm

Did you know that the best networking takes place 20 minutes before a networking event starts, and in the first 20 minutes after it ends?

Really!

That's why it's so important to be the first one there, and the last person to leave.

Think about it. If your number-one objective is to make as many valuable contacts as possible then it is wise to always arrive early for meetings, seminars, and business functions - and stay late to maximize the networking opportunities that are available after the events are over.

You may even want to think of yourself as the host of the event - even if you're just a guest - and make sure that you try to greet and speak to as many people as possible before the event and see them off after the event. By doing this, people will remember you as the person in the sea of people who was thoughtful enough to take the initiative and break the ice by greeting them warmly.

Remember, the saying "the early bird always gets the worm" was not born out of bad advice.

Related articles:

A Surefire Way to Make New Connections Last

5 Best Apps for Lawyer Networking

Biggest Mistakes Women Make in Business

Networking: Be Confident in Any Environment

Where do Some Women Fall Short?

This is a touchy subject for many, but it's important. Women often feel as if they've hit the proverbial glass ceiling. They come so far in their education and careers, only to stall out.

Sometimes the reason for this is circumstantial. Other times, it's little mistakes along the way that have come back to hurt them.

Here are some of the biggest mistakes some women make in business:

• Avoiding politics at work. Not all politics are bad. Influence should be used. Power should be used, gaining resources is key.
• Pinching pennies, and not taking risks. Women who do this are often viewed as dealing in minutia.
• Polling to make a decisions. Collaboration is good, but competing is RESPECTED!
• Needing to be liked.
• Acting too much like a man. This becomes obvious to others that a woman is trying too hard.
• Sharing too much personal information. Example:  "I have to leave early to attend my daughter’s parent/teacher conference.” It's better to say, “I am leaving early. See you tomorrow.”
• Ignoring networking relationships. There is a direct correlation to women’s advancement and her having strong male mentors.
• Never saying no.
• Having a limp handshake. This makes a bad first impression. Perception of warmth in handshake translates to trust and likability.

And, here's one final interesting statistic. While it has nothing to do with mistakes that women make, it speaks volumes about our society and our perception of others.

According to Prof. Tracey Rockett of the University of Texas at Dallas, the greatest predictor for poverty is lack of education for men and having a child for women.

More resources from Top Lawyer Coach:

Lawyer Networking Tips for Introverts

Successful Women Rainmakers Excel in Communication

Are You Difficult to Deal With?

Do Mom Lawyers Spread Themselves too Thin?

7 Ways to Make New Connections - Even if You're Shy

If you're on the shy side, networking can be pretty intimidating. It's difficult to be outgoing in unfamiliar environments and situations. But, it's not impossible.

You can learn how to thrive in any situation by following these lawyer networking tips provided by Alana Horowitz in her article, 8 Ways to Shake Your Nerves and Network Like a Pro.

1. Stick with groups that are small and familiar.

You don’t need to attend large networking events. Tap into the networks you already know. E-mail acquaintances or old friends you’ve lost touch with. You never know who might be able to help you out.—or who they might know.

2. Fine tune your listening skills.

People love to talk about themselves. Shy people typically have an advantage here. Just ask a few simple questions about your new connection’s life and career path to get the ball rolling. Let them hold up the conversation. You’ll learn a lot and win points for good listening skills.

3. Smile.

There's a thin line between "reserved" and "aloof." Smiling is a simple way to appear friendly and approachable.

4. Connect through common interests.

Join a book club or attend a wine tasting event. If you find people who share your passions, it’ll be easier to talk to them. What better way to get to know someone than bonding over a savory Cabernet?

5. Be prepared.

Prepare some interesting topics to discuss. Talk about your first job out of college or the time you climbed Mount Fiji. Since humor is a great icebreaker, it also helps to dig up amusing stories from your work or home life.

6. Don't be late.

If you show up late to a big event, everyone will be paired off. It’s much less stressful to approach individual people than groups. Once you’re part of a group conversation, people will come to you.

7. Help out.

Helping run an event gives you a purpose for being there. That way, people will approach you with specific questions and needs, not random small talk.

You may not be a natural at networking, but you can sure look and feel like one. Follow these simple steps and you'll gain the confidence necessary to network like a pro - under any circumstance.

More resources from Top Lawyer Coach:

Networking: Ways to Connect OFF the Golf Course

A Surefire Way to Make New Connections Last

Be a Legal Networking Powerhouse

5 Ways to Make (and Keep) Contacts for Life

Great Applications to Help You Make Connections and Keep in Touch 

Networking may be one of the hardest tasks for a busy attorney. It takes time, effort, and know-how to network in-person.

Thankfully, though, if you're networking online there are some apps that make the job a lot easier. Literally, if you're having trouble making connections, there's an app for that! Five of them, in fact.

Here are some of the best apps for professional networking:

1. Happening.

New to the legal field? Just had a job transfer to a new town? This iPhone app will be your best friend.

Happening finds upcoming professional events in your area. Choose as many as you like and the app will store them in your calendar.

2. Hashable.

Compatible with both Android and iPhones, this app lets you create and share virtual business cards. Once you’ve exchanged information, Hashable reminds you of events and meetings. You can even create groups of contacts, making it even easier to plan meetings.

3. Hurricane Party.

Don't let the name of this app fool you.

If you’re planning a networking event, Hurricane Party will find you a venue, create an invitation and invite contacts, which you can send out via the app, text, e-mail, Twitter or Facebook. Then it lets you know when your contacts RSVP. This app is especially helpful when you’re planning an event on the fly.

4. Phonebook.

Having trouble keeping up with all the connections you’ve made? Try Phonebook. This app gives a needed boost to your Android phone’s contact list. It organizes contacts as a normal phonebook would, but with contextual information. That way, you can keep track of missed calls, unanswered texts and birthdays.

5. Meetme.

Trying to meet up with a colleague who doesn’t live in your area can be a serious challenge. This iPhone app aims to correct that. Just select Point A (your location) and Point B (your contact’s location), and the app will give you a list of places to meet in the middle. Then, once you’ve chosen a destination, it’ll e-mail both of you directions.

When it comes to networking online, sometimes Facebook, Twitter, and LinkedIn are not enough. Invest in some apps that will take care of the nitty-gritty details of making connections. You'll thank yourself for it later.

Adapted from article The 8 Best Apps for Business by Alana Horowitz.

Follow Top Lawyer Coach on Twitter and Facebook!

More resources:

Time-Saving Web Apps

Track Legal Conferences Virtually

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5 Best iPhone Apps for Lawyers 2011

What do you say when people ask, "What do you do?"

Like most of us, you probably have a canned response that is delivered to everyone - no matter who they are.

For a moment now, think about that response.

How long does it take to deliver?

Is it complex?

More importantly, is it memorable?

Kevin Houchin at Lawerist.com has a published a list of goals and strategies to help you craft your so-called elevator speech - and make it memorable.

First, Houchin says your speech should:

1. Plant a seed of curiosity.

2. Spark a conversation.

3. Shift the focus back to the person asking the question.

4. Establish yourself as an expert.

5. Reposition the legal industry as a "helping" profession.

From here, Houchin offers an elevator speech template, and how to fill in the blanks. His strategy is noteworthy and worth your attention.

Here's an excerpt:

“I help ____________ [insert your target client such as “creative people”] _______ [insert verb such as “solve,” “protect,” or “plan”] ____________ [insert your favorite project/case such as “business,” or “family”].”

The key here is to NOT just say “I’m a _______ lawyer,” because nobody wants to talk to a lawyer, especially in an elevator where one might potentially be trapped for hours. Additionally, “I’m a ______ lawyer.” stops the conversation cold without any chance to begin the conversation.

The “I help . . .” response almost requires the first person to ask “How do you do that?” Now we’re talking. Now we’re having a conversation. Now is when you drop the “A-word” or the “L-Word” on them. Now you can say something like “I’m the attorney who helps the inventors protect their intellectual property.”

What are some of your favorite approaches to the elevator speech? Send in your comments!

More resources from Top Lawyer Coach:

Legal Marketing Strategies to Help You Get Focused... and Rainmaking

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