Building a successful law practice often involves developing connections with influential people, resulting in referrals, introductions, and opportunities. As Jim Rohn used to say, “You are the average of the five people you spend the most time with.” If you don’t enjoy networking or haven’t been successful at it in the past, it might be because you’ve been networking with the wrong people.
Who are the right people? Yes, professionals and business contacts who know the kinds of people who would be good clients for you, and the people who can refer them, but it’s more than that. The right people are people who inspire you.
When we associate with people who inspire us, we feel inspired. If we associate with people who encourage us to do better, we do better.
Not everyone who is doing better than you will inspire you, however. Their success might actually discourage you by setting the bar too high. You want to be selective and associate with people who not only have connections that are a good match for you but who encourage and motivate you to reach for the success you desire.
Quantity doesn’t necessarily lead to quality. You can’t depend on finding the right people at a typical networking group meeting or by asking struggling business owners for introductions.
A better approach is to put together a plan to meet the most influential people in your target market.
That means doing a little research.
Learn all you can about the leaders in your target market and don’t rush to connect with them. Give it time. The right opportunity to meet them will eventually reveal itself to you.
In the interim, work on developing your authority and desirability as a networking contact. Work on your public speaking, publish articles, write a book, get some publicity.
Get people talking about you. Become the person you would like to meet. When you do, networking will be easy for you because influential people want to associate with other influential people.
