Mastering the Art of Networking
Networking is often touted as a critical component of career success, yet many legal professionals struggle to find the time or motivation to engage in it meaningfully. It is an essential skill for business development so if you are in law firm practice, you absolutely must get comfortable with networking. For others that are looking to advance in their current practice area, pivot to a new industry, or simply broaden their professional horizons, effective networking can open doors that might otherwise remain closed. This blog post is not only about the importance of networking but how to set yourself up to be successful at networking by making some shifts in your approach.
Why Networking is Crucial
1. Access to Opportunities: Many job openings and project opportunities are never publicly advertised. A strong network can help you tap into this hidden job market.
2. Career Advancement: Networking can help you stay informed about industry trends and innovations, positioning you as a knowledgeable leader in your field.
3. Support System: A well-developed network provides a support system of peers and mentors who can offer advice, encouragement, and guidance during career transitions or challenges.
4. Learning and Development: Engaging with a diverse network can expose you to new ideas, perspectives, and knowledge, fostering continuous professional growth.
And lastly, while you may not think so initially, networking can be fun and add variety to your day. We are social creatures and sitting behind a computer screen drafting documents can be isolating. If you begin to enjoy networking, it can be a part of your business development routine that you actually enjoy.
Positioning Statement
Before you launch head on into a networking campaign, you need to think about a positioning statement. I like the idea of a positioning statement instead of the typical canned “elevator pitch”. I am not a big fan of rehearsing a memorized elevator pitch. First, I’m not great at memorizing something. And most importantly, a rehearsed opening line sounds fake. I think that is a big part of what gives networking a bad name. No one is there hoping that you share your elevator pitch. Instead, a positioning statement is designed to make your initial conversation simultaneously convincing and memorable. The goal is to say SOMETHING that prospects and clients will remember about you and communicate to others.
A positioning statement is a concise declaration that articulates how a product, service, or individual is positioned in the minds of the target audience relative to competitors. It typically includes key elements such as the target market, the unique value proposition, and the differentiation from competitors. For an attorney,a positioning statement might be a brief description that highlights their unique skills, expertise, and what sets them apart from others in their field. It serves as a memorable introduction that conveys their value proposition to potential connections or clients.
In essence, a positioning statement acts as a strategic tool to communicate a clear and compelling message about what makes a person, product, or service distinctive and valuable to their intended audience. It helps to establish a strong identity and foster meaningful connections with stakeholders. The next time you go to a networking event, you will have your positioning statement in mind and weave that message into your conversation.
Five Drivers of Likeability
Next, I want to spend a little bit of time talking about likability and why it is important in networking. The legal industry is a relationship driven business model. And people like doing business with people that they like. It is that simple. Before I tell you the five factors of likeability, I want you to think about whether you consider yourself an introvert or an extrovert. Introverts are naturally more wary of networking but there is absolutely nothing on the list of likeability factors that is unique to extroverts.
These are the five drivers of likeability:
Genuineness–Authenticity in interactions make people feel that you are trustworthy and sincere.
Empathy–Showing understanding and caring for others’ feelings and perspectives fosters strong connections.
Positive Attitude: Maintaining an optimistic and cheerful demeanor attracts others and makes interactions pleasant. The best evidence of a positive attitude is a smile. If you stand in a corner scowling, it is unlikely that you will generate much conversation.
Active Listening. Giving full attention and responding thoughtfully to what others say shows respect and interest. I can’t tell you how many networking events I have attended where there is an over-talker that literally talks over everyone without a breath. Or they ask a question and never let you answer it. You can see people trying to avoid this person at all costs. The active listener on the other hand, is giving people space to talk.
Humor. Appropriately using humor can make interactions more enjoyable and create a sense of camaraderie. But this is a tricky part of likeability. If you are not a naturally funny person, trying to be funny can be really awkward. There are studies that show you should be careful in humor in situations with new people. Jokes can easily backfire or people might not understand that you are trying to be funny.
Finding Common Ground
In addition to being likable, you also have to find something to talk about with strangers. The most important objective in networking is finding commonality with the people you meet. This should be the #1 purpose in all of your networking interactions. This is why so many people ask opening questions like “where did you go to school”, or “how many kids do you have”? They may ask “how do you know the host”? These questions lead you to find people, places or things that you may have in common. This is the stuff that creates commonality. Then after asking the question, you need to be sure that you are listening more than you talk. Ask questions and make note of the answers. Now that you have learned how to network and have found common ground. You must have a system for tracking these commonalities and following up. You cannot wait months to follow up. It is important to send a follow up email or Linked In message within a week of meeting. You have to establish frequency of connection in order to develop a relationship.
Building and Maintaining Your Network
Networking is not a one-time event but an ongoing process that requires time, effort, and genuine engagement. Here are some strategies to help you build and maintain a robust professional network:
1. Leverage Existing Connections
Start with the connections you already have. Reconnect with former colleagues, classmates, and industry contacts. Use LinkedIn or other professional networks to identify and reach out to people you haven’t spoken to in a while. Rekindling old relationships can often lead to new opportunities.
Tips:
• Send a personalized message when reconnecting.
• Share updates about your career and ask about their professional journey.
• Arrange catch-up meetings or virtual coffee chats.
2. Attend Industry Events
Conferences, seminars, webinars, and workshops are excellent venues for networking. These events provide opportunities to meet industry leaders, peers, and potential collaborators. Make it a point to attend at least a few events annually to stay connected with your industry.
Tips:
Review your positioning statement
Review the list of attendees and make a note of people you already know and the ones that you want to meet.
Have business cards or a digital business card ready.
Follow up with new contacts within 48 hours of meeting them.
3. Join Professional Associations
Professional associations related to your industry often host networking events, professional development seminars, and social gatherings. Joining these associations can help you meet people with similar professional interests and goals.
Tips:
Participate in committees or volunteer for association activities.
Attend regular meetings and contribute to discussions.
Use association directories to find and connect with other members.
4. Utilize Online Platforms
LinkedIn is a powerful tool for professional networking. Regularly update your profile, share relevant content, and engage with posts from your network. Other platforms like Facebook, Instagram, X and industry-specific forums can also be valuable for building connections.
Tips:
Post updates about your professional achievements and insights.
Engage with content by liking, commenting, and sharing.
Join LinkedIn groups relevant to your industry and participate in discussions.
5. Develop a Networking Mindset
Effective networking is about giving as much as it is about receiving. Approach networking with a mindset of offering help and value to others. This reciprocal approach can strengthen relationships and build a positive reputation.
Tips:
Share job leads, industry news, and useful resources with your network.
Offer to introduce contacts who might benefit from knowing each other.
Provide mentorship or advice to less experienced professionals.
Part of developing a networking mindset can include developing a list of “assets” that you share with your network. Your “assets” might be a list of books, a trending article, or a personal give away that you share with prospective clients. For my coaching practice, one of my “assets” is the Mindset Mastery Guide that I offer to anyone in my network.
Advanced Networking Strategies
For mid-career professionals looking to take their networking to the next level, consider these advanced strategies:
1. Seek Out Mentorship and Sponsorship
Mentors can provide guidance, wisdom, and support based on their own experiences. Sponsors, on the other hand, are senior leaders who can advocate for you and help advance your career within your organization or industry. You have to be confident in your networking skills to find these individuals and make the “ask”.
Tips:
Identify potential mentors or sponsors within your organization or industry.
Approach them with a clear idea of how they can help and what you hope to achieve.
Maintain the relationship by providing updates on your progress and seeking their advice regularly.
2. Engage in Public Speaking
Public speaking at industry events, conferences, or webinars can significantly boost your visibility and credibility. It positions you as a thought leader and provides opportunities to connect with attendees.
Tips:
• Start by speaking at smaller events or local meetups to build confidence.
• Propose topics that showcase your expertise and are relevant to the audience.
• Engage with attendees before and after your presentation.
3. Publish Your Insights
Writing articles, blog posts, or white papers can help establish you as an authority in your field. Share your insights on industry trends, best practices, and your professional experiences.
Tips:
Contribute to industry publications or start your own blog
Share your content on LinkedIn and other professional networks.
Invite feedback and engage with readers to build relationships.
4. Build a Personal Brand
Your personal brand is how you present yourself to the professional world. It encompasses your values, skills, and unique qualities. A strong personal brand can attract opportunities and make networking more effective.
Tips:
Clearly define your professional identity and what sets you apart
Ensure consistency across your online profiles.
Conclusion
In the journey of mastering the art of networking, this post has delved into strategies and techniques tailored for legal professionals navigating the complexities of building meaningful connections in their field. From the importance of clarity in goals to the nuances of likability and finding common ground, each aspect contributes to the tapestry of effective networking.
Positioning ourselves authentically, armed with a genuine interest in others and a positive attitude, lays the foundation for fruitful interactions. Active listening becomes our compass, guiding conversations towards shared interests and fostering genuine connections. And while humor can be a powerful tool, its application requires finesse, or it can disrupt the delicate balance of rapport.
As we navigate the labyrinth of networking, it is important to nurture our connections. Leveraging existing relationships, attending industry events, joining professional associations, and utilizing online platforms are but a few avenues through which we cultivate and sustain our network.
In this ever-evolving landscape of connections and collaborations, mastering the art of networking isn't just a skill; it's a mindset—a commitment to fostering relationships, adding value, and navigating the currents of opportunity with grace and purpose. So, as you embark on this journey, remember: the most profound connections often emerge from the genuine embrace of who you are and the sincere interest in those you meet along the way. I hope you found this post helpful and I will be bringing you more networking tips in the future!
