There is a lot of angst out there amongst lawyers. How do you develop relationships effectively now we are out of the pandemic but operating in a world where the online is ever present?
- You need to commit to relationship building. You are not going to develop your practice unless you do. And if you are wondering whether it is important/still important, the answer is a resounding “yes”.
- Remember that cultivating your existing relationships is the most effective way to grow your business.
- You need to be very clear about your business proposition – both the expertise you bring (why should someone use you rather than someone else/another firm or chambers?) and also your values.
- Be eloquent, engaged and passionate as this will attract others and their attention.
- Keep communication with contacts regular and relevant. People don’t mind you thinking about them just so long as you are doing it in a way which indicates you have thought about what they are interested in, their priorities and concerns etc.
- Which brings me on to the need to make all communication about your contacts and not about you! Be curious. Care. Make sure you keep up to date with the environments in which those you want to work with operate.
- Make it clear that you are contacting them to develop the relationship and not to sell them something. What will be the advantage to them?
- Use multiple channels to attract attention eg emails, LinkedIn posts, webinars, events.
- The room versus zoom debate is a tricky one. In essence people are delighted to meet in person but are much more selective about when they do this. Personal interaction and rapport are very important if you want to persuade someone to meeting in person.
- Emails are very effective but you are only like to get someone to read yours if you know them, have contacts in common and/or are clearly indicating that the email contains information of direct relevant to them. And remember that, even if they don’t read it, people like advisers who are proactive and will notice if they are.
“Personal relationships are the fertile soil from which all advancement, all success, all achievement in real life grows.” Ben Stein
On which note please do connect with me by email or on Linked if you are reading this and have not already done so!