Canada:

Making It Rain – Now

For rainmakers in today’s altered universe, the job remains
the same — continue to nurture existing relationships while
attracting new clients. Everyone is adjusting to new habits and new
ways of getting things done and that includes how top performers
make it rain in the age of Covid-19.

Adopt the right mindset

Know your audience and trust your emotional intelligence to
build rapport instead of diving into a sales pitch. Most people are
living and working with less personal contact and appreciate
genuine interactions with authenticity. With this in mind, spend
more time getting to know people on a real and personal level, ask
about family members and be ready to share your own stories of
success and failure.

Refine your networking approach

If you want to build rapport and expand your contacts these
days, you’ll need a new approach to networking. Keep in mind
that your clients and prospects are looking for advice on a broad
range of topics, not just legal matters. As you continue to build
your network and meet new people, here are a few tips for the new
reality of virtual networking.

Be real

People expect authenticity these days. From entertainment to
news and journalism, clarity trumps creativity. Be clear about why
you are contacting people and what you have to offer.

Get involved

Search for groups and organizations that have an online presence
and become a member. It’s a great way to keep informed and stay
top-of-mind with prospects.

Become a mentor

Online mentoring, inside and outside the legal profession, is
both a great way to nurture young talent and meet other
professionals who care about future generations. You may run into
people you wouldn’t otherwise meet and make inroads into new
industries.

Have a POV

Participate in discussions and comment on social media posts
when your expertise can make difference or help others sort out a
legal or business issue. Avoid vague reactions such as a
thumbs-up.

Build a following

Offer to participate in online forums and panels. If your firm
is large enough, consider hosting an annual or monthly panel on
current topics and creating an online following.

Become the go-to expert

Foster relationships with thought leaders in the industry, the
media and key influencers who often need an expert to comment on
stories with a legal angle.

Build credibility

Follow through and follow up. Be quick to follow up on leads and
set a schedule for reconnecting with former clients and colleagues.
In other words, never be out of sight or out of mind.

Virtual networking offers limitless ways to make it rain,
especially now that most people have adapted to new ways of doing
business and communicating through new channels. Lean in to the
many online options to build your presence, your brand and your
business until you find the right recipe of business-building
strategies for you and your firm.

Originally published by Lawyers Financial, October
2020

The content of this article is intended to provide a general
guide to the subject matter. Specialist advice should be sought
about your specific circumstances.

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