Reminders for Successful, and Enjoyable, Holiday Networking

Be interested rather than interesting. Many clients share that they do not know what their family members do professionally. And, many clients cannot say with certainty that their families understand what they do, beyond “I'm a lawyer.”

How many wasted opportunities lay on the table? At the very least, ask “How's business?” or “how are things going professionally” to initiate a conversation. One never knows what opportunity may emerge as a conversation begins, especially if you lead the conversation with several follow-up questions.

Find the pain points then listen to the answers. Demonstrate that you are an active listener focusing on others' responses to your open-ended questions. Too often, people are busy thinking about what they're going to say next when they should be listening to what the other person is saying now.

Find common ground to build rapport. Though you may be related to those with whom you share the holidays, this doesn't guarantee that you know anything about their professional lives. One of the keys to build rapport is to ask open-ended questions (answers for which “yes” or “no” is not a natural response). Consider these questions:

• “What do you find most challenging about the work you do?”
• “What is the typical job title of the person who is your ideal client/customer”?
• “If there were no limitations, what is the profile of your/your company's perfect client/customer?”

Before sitting down for holiday dinner, shut down discussions about business. Whether you are listening or speaking, make a comment such as “we're here to relax today though if I can help you/your company in any way, let's schedule a time to re-connect, if that makes sense. I would be happy to explore the problem more extensively or refer you to someone who can help you.” Leave with contact information and then follow up the next day.

Post event. Circle back with those with whom you have engaged. This is key! Make the connection you promised to, schedule a meeting to discuss further the issues previously discussed.

Preparing for the holidays, check these items off your to-do list:

• Be “up” on current events for the small talk that will arise.
• Carry plenty of business cards. NEVER leave your office without a stack.
• Confirm elevator “commercial.” Practice saying it repeatedly. It must flow easily and naturally.

Now, go and enjoy the holidays and exercise the “marketing mindset” where opportunity presents itself which, if you are paying attention, is everywhere.

*****

Kimberly Rice, Editor-in-Chief of this newsletter, works with forward-thinking law firms and legal professionals to help them realize their goals, of greater revenue generation and a more fulfilling career. She may be reached at [email protected] or via LinkedIn.