When you’re just starting to get out in the world as a lawyer, any opportunity to network can be valuable. My first job out of undergrad was as a territory marketing manager for a large beverage company. I called on fast-food restaurants to help them market soft drinks. I had this huge yellow company station wagon filled with point of sale material, glass promotion samples, clocks, etc. I still can’t believe I did that…but it’s relevant, because that’s where I got over my fear of strangers.
I remember driving up to each restaurant, sitting in the car outside, too nervous to go in. But I had to- so eventually I did, and each time I made a call, the next one got easier. It was a great way for me to practice telling people what I do and communicating with confidence. (& it also inspired me to get to grad school asap!)
Practice builds skill. Even if you find yourself networking with a roomful of lawyers who are practicing their own networking skills, you can create value from the experience. You might be sure you’re wasting your time- that’s a different topic- but when you’re in that situation, make the best of it.
Start by preparing. Do you have a book on networking on your shelf? Check it out. Meanwhile, here are some questions to put to work in networking situations:
About the meeting or group:
- How often do you attend these meetings?
- What was the topic covered in the last meeting?
- Have you been active in this organization?
- What interests you about tonight’s topic?
- Have you heard the speaker before?
- Do you find it hard to get to these events?
About the person you’re talking with:
- What do you do? (duh, I know, but it was necessary)
- How did you get into that?
- Who are your clients?
- When I meet someone, how would I know if they are a good prospect for you?
- What do you like best about your job/industry/specialty?
- What changes have you seen in your business/industry, are there any new trends on the horizon?
And then, there is always the weather, the traffic encountered while traveling to the event, current events (not politics!), movies, and so on! Any time you make conversation with strangers, while you’re in your lawyer’s shoes, it counts as practice.
If you’re really nervous about going to an event, go with someone. That way you’ll always have someone to talk to! When you’re walking into a room full of strangers, look for someone who looks even more uncomfortable than you feel! Approach them first. They’ll be grateful; you’ll feel good, and you might meet someone you’d like to stay in touch with.
Last tips for new networkers?
- Take the pressure off, go with the intention of meeting 3 people you’d like to see again. Or just getting to know 3 people. Maybe you’ll meet someone who can refer you business; you might not. It’s not about “working the room”; it’s about building confidence and expertise.
- Practice your introduction before you go. What will you say to “what do you do“?
- Wear your name tag on your right shoulder. Most people shake hands with the right hand, so it makes it more natural to check out a name tag on the opposite side.
- When you’re given a business card, take a moment and look at it. You might comment on the card. People are flattered and you’re more likely to remember their names! When you have a moment, write something on the back of the card to help you remember a few details that will be helpful if you are in touch with them again.
If you’re a new lawyer, the more opportunities you find to practice networking, the better your skills will be. For the first couple of months, go to a lot of meetings and get out there in the world as a lawyer with value to offer. Networking practice will serve you well!
