Improve your networking skills

Networking is an area that many lawyers have difficulty with, and some find the prospect of talking to a room full of strangers more stressful than last-minute shopping on Christmas Eve. But networking is a skill and can be improved. With practice and a few tips on how to network easily and effectively, your next networking encounters may be a little less difficult.

Preparation
Lawyers are often surprised to learn that a little preparation is of paramount importance to successful networking. Just as you would with legal cases and contracts, you should do a little homework to ensure that you get the most from your networking event. A little planning can mean the difference between leaving with a handful of useful business cards or standing on your own eating peanuts. Therefore, think about what you want to achieve from the event, what sort of people will be there, and to whom you would particularly like to be introduced.

Entering
It is often said that a first impression is made within 10 seconds of meeting someone, so a smart appearance is essential. This means that, even though you left the office 15 minutes ago and fought your way down a busy high street, it may be a good idea to check yourself in a mirror before entering the room. You should aim to go into the event with an idea of how to introduce yourself and highlight your strengths. It is a good idea to prepare some start-up lines relevant to the occasion to get conversation going: the building location, the number of people at the event, how everyone’s year is going - anything to get a flow of conversation going.

It is often easiest to join groups of three or more. A duo might be deeply engrossed in a tête-a-tête and not welcome an addition to their party. Similarly, those on their own might be on their own for good reason, but they may not - this is a situation where judgement plays a key part.

Introductions
Begin by approaching the member of the group who seems to be leading the conversation, while making direct eye contact. Offer your hand, introduce yourself and smile. While making conversation, always maintain eye contact and use the other person’s name, as this will help establish a sense of connection. People like to hear their name used as it shows genuine interest in them as a person, not just what they do for a living. If names are not offered, ask for them early on, as leaving it too late in the conversation might prove awkward.

Small talk is often important in establishing that initial trust, as are questions to demonstrate an interest in your group. Before discussing the more serious topic of what you do for a living, a few non-work-related questions will get people on your side. It is important to be sincere, open and honest during conversation, as this will help in initiating genuine dialogue.

Don’t monopolise
Not everyone can be a natural raconteur who delights an audience with witty stories and engrossing anecdotes. But that doesn’t mean that you can’t be a successful networker. Many successful networkers often allow the other people in the group to have the greater speaking part. That means that you won’t run the risk of appearing boring but the other person will remember feeling important, having spent an enjoyable time in your company and leaving with a good impression of you.

And what do you do?
When discussing your job, have prepared an answer that succinctly details and shows the benefit of what you do. Describing how you benefit your clients will set you apart from your competition and will increase the chances of people remembering you.

Business cards can be exchanged at any point; either early in the conversation as an ice-breaker, or later to show a genuine interest in the person you were talking to. When cards are offered, resist the temptation to put them immediately into your wallet or pocket. Hold on to a card as it shows interest, and it is a handy way of remembering a name.

Leaving
Plan to network with various people during the event. Come prepared with exit lines so you can have several meaningful meetings throughout the evening. Try to avoid old clichés such as ‘need to catch my train’ – that is weak, and it looks awful if you are later caught by the vol-au-vents… Thank the person you were talking to, say there are other people you would like to catch up with and move on politely. Before moving on, however, get their card if you are interested. Do not leave it to the other person to get in contact.

After the event, do not let all the time you spent networking go to waste. Remember to follow up within 48 hours, ideally with a handwritten note, which has much more impact than an email, which gets lost among the hundreds of others people receive.

Lawyers also need to network within their firm. Lawyers who are known and trusted by their colleagues are much more likely to be offered work that goes around the firm. Therefore, make efforts to get to know lawyers who specialise in a variety of areas, not just those who deal with similar aspects of law as yourself.

You should also consider your existing networks, such as university alumni, colleagues from law school, and even friends who may be able to put you in contact with people who can help your business.

Jack Downton is managing director of personal development company The Influence Business