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.

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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.

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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.

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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.

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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!

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Legal Tweetups on Twitter are a Great Way to Build Your Online Social Networking Profile

Looking for a new, dynamic way to network?

Go online and join a legal Tweetup on Twitter. They happen weekly and give you access to real-time discussions on current legal topics.

One Tweetup chat recommended by Lawyerist.com is called LegalChat - a.k.a. #LegalChat (note the hashtag). It takes place every Friday at 11am EST and is moderated by Danny Johnson, a current legal technologist at NetDocuments.

Johnson describes LegalChat as being "an informal way to share information, learn, and interact with people in a simple and open way."

In only its first week, LegalChat had 43 contributors and over 400 tweets. The first topic was social media with good insight from people from all different backgrounds including IT professionals, lawyers, consultants, tech vendors, and marketers. Another recent discussion focused on the use of mobile devices and apps in the practice of law.

While still up and coming, LegalChat is yet another Tweetup that promises to inform and engage. Get involved this Friday and start building UP you online legal marketing and social networking profile!

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5 Ways to Make an Awkward Networking Event Painless and Productive

Sure, networking events are one of the most effective ways to meet new people, get referrals, and new business - but what is an introverted professional to do when attending a two-hour event seems downright agonizing?

The answer: Take a deep breath and embrace the situation.

Sounds easier said than done, right?

Well, it is if you let the following networking tips be your guide.

1. Get to the event early.

Eliminate the intimidation factor by arriving to the event before most of the other attendees.

When you walk into a room full of people who are already engaged with others, it’s harder to get in on the conversation. However, when you arrive early, it will be easier to chat with the few others who are already there. You'll also feel more comfortable letting people know that you are new.

2. Bring a buddy.

If you can, bring a friend or colleague who isn't shy. They can introduce you to others and help you engage in conversations.

Warning: be careful that you don’t talk only to your friend and forget about everyone else in the room.

3. Look for other people like yourself.

Chances are there are many other shy people in the room, just like yourself. Look for others who are standing alone or who don’t look comfortable. Take a deep breath and go over and introduce yourself. They may be waiting for someone, but you can chat and wait with them. Then they can introduce you to the people they are waiting for.

4. Ask a lot of questions.

If you ask questions and are genuinely interested in the responses, not only do you not have to say much, but will be remembered as friendly and a good listener.

5. Don't take a "brush off" personal.

This is, perhaps, the hardest part of networking: Getting a "brush off." But, if someone brushes you off, don’t be apologetic and don’t feel like a failure. Maybe they are having a bad day, or don’t feel like talking. It doesn’t matter why they aren’t responsive. What matters is your reaction. Simply move away and regroup.

Bottom line: You don't have to be the most outgoing person in the room to network successfully. You do, however, have to be pragmatic and diligent. While networking may not come easy, even the shyest people can do it - and do it well.

Article adapted from An Introvert's Guide to Networking Events by Kendra Brodin.

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Build on Your Strengths for Big Business

Thanksgiving has come and gone, now you're probably looking at the calendar and thinking about a big business holiday party coming up. While this type of affair is fun, it can also be a minefield for professionals to navigate.

Don't let your behavior - or other people - ruin the party! Enjoy and even make it work for you by following these holiday party etiquette tips.

1. Make a point to be attend - even if you'd rather not, or have other plans.

Make an appearance at an important business holiday party. You are not obligated to stay all evening, but your absence will be noticed.

2. It's a business function, so act accordingly.

Yes, it is an opportunity to socialize with colleagues in a casual setting, but be careful to be friendly but not too familiar with those at the party, especially superiors, and always to act with courtesy and respect.

3. Know the guest policy.

Don't assume that it's okay to bring a spouse or date. Often these parties are for employees only, so be sure to check ahead of time.

4. Dress appropriately.

A business holiday party is not the place to show off your newest club outfit. Opt for a more dignified, low-key look so that you will be remembered for your good taste not your revealing attire. When in doubt, ask someone whose judgment you trust what is appropriate dress - or, check with your host.

5. Be a gracious guest.

Be sure to greet and thank your host or the individual responsible for planning the party. Chat briefly (you can't go wrong with a compliment about some aspect of the party, such as the food, the band, or the décor) and then move on.

6. Don't over-indulge!

Enjoy the food and drink, but don't over do it. Limit your intake of alcohol and don't pile your plate with excess amounts of the most expensive items on the buffet - other guests will notice and not in a positive way.

Also, have a back-up plan in case, despite your best efforts, you find that you have had too much to drink. Arrange for a designated driver, call a cab or reserve a room at a nearby hotel.

7. Mingle and network.

Take the opportunity to chat with as many of your colleagues as you can and introduce yourself to some coworkers that you don't know well. An office holiday party can be a good opportunity to strengthen existing business relationships or to initiate new ones by means of networking.

8. Limit business talk.

When you are socializing with business colleagues it can be difficult  not to talk shop, but try to keep business talk to a minimum. Instead, look at the office holiday party as an opportunity to get to know your coworkers on a personal level. Keep the conversation upbeat and stick with safe topics like travel, kids, local sports, and movies.

9. Don't gossip.

Some of your colleagues may enjoy gossiping about coworkers, especially as the evening wears on and a little too much alcohol loosens tongues. Don't join in. You'll regret it in the morning. The same goes for griping about your job or bragging about your business triumphs.

10. Have fun!

An office business party is meant to be fun, so relax and enjoy yourself.

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Don't Confuse Networking with Socializing

Chances are you attend networking events regularly - but are you really getting the most from all that effort?

If not, you may be doing a little too much socializing and less real networking at these events. Many professionals often confuse the two and end up wasting their valuable time - and energy.

Revise your "work the room" tactics by learning the following fundamental do's and don'ts.

• Review the guest list and prepare! Think about whom you want to talk to and set specific conversation objectives. Check if someone else from you firm should go.
• Eat early. You won't be able to shake hands, talk, and work a room with a plate in your hands.
• Split up. If you go with a colleague, take some time to mingle with other people by yourselves. You will achieve much more working alone.
• Survey the room. Walk around. See who is in attendance.  Then prioritize your target conversations.
• Have a personal introduction prepared. In less than 30 seconds you must be able to differentiate yourself, your work, and your firm. But, don't make your introduction a sale pitch!
• Don't sell. The purpose of networking is to establish credibility and make some contacts. Do not sell your services to people in the room.
• Don't gossip and socialize. There is a difference between being social and socializing. Be yourself and get to know people outside your work circle.
• Use positive, confident body language. Use a firm handshake. Smile and stand with an open posture.
• Space your conversations. Don't spend the entire evening talking to one person - move on to the next prospect. Give low-potential prospects a short amount of time, while top prospects can get at least 20 minutes.

If you're serious about networking and ready to build your referral base and business - then it's time to get smart about how you work a room. These skills won't come easy - but you can ace them with routine practice.

Use them at your next event and see how many new, meaningful contacts you'll make!

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