If you do any networking, either in person or online, you know that most of the new business you get through networking comes from a small percentage of the people with whom you network.
Wouldn’t it be great to know in advance who they are? Wouldn’t you like to know who will refer business, hire you, or promote you so you could focus your efforts on them?
Unfortunately, I can’t tell you how to do that. But I can tell you how to increase the odds in your favor.
Instead of going to networking events and talking to whoever shows up, or adding and following people online who pop up in your dashboard, figure out who you would like to network with and then find ways to meet them.
Who are the centers of influence in your community or in your target market? Who are the players, the market makers, the ones who know everyone? Who could send you lots of business, give you advice, or introduce you to people you need to know?
Once you have answered that question, reach out to them. They may not give you the time of day, but if they do and you can build a relationship with them, it could allow you to take giant leaps in building your practice.
How do you reach out to them? You find someone they know and approach them first. Then, ask for an introduction.
Or just pick up the phone and call. You’re not some joker off the street. You have credentials. Smart people (the kind you want to meet) know that lawyers can be valuable contacts. They want to meet us as much as we want to meet them.
You’ll often find that the higher up the scale you go, the more approachable people are. It may take some time and you may have to go through other people first, but with a little effort you can meet just about anyone.
Of course that’s when the real work begins. Once you meet these people, you need to bring value to them. This too will take time, and effort, but you’ve already decided that it’s worth it.
Do you know the formula for building a successful law practice?Â
