Page 7 - Minnesota Vol 8 No 6
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Together, we doubled the number of mentors ready to help students this year.
Thank you to all of our mentors for the time and energy they give our students. We are proud of our alumni and grateful for their commitment to Mitchell Hamline.
mitchellhamline.edu/mentor
with people?” It stands to reason that you would want to spend your valuable marketing time focused on the market- ing activities proven to drive business to your  rm.
Let’s look at the meetings on your calendar this month—hopefully sev- eral will be with networking contacts. I know... you’re busy with client work and it’s hard to take the time for even one networking meeting each month. Let’s assume you have a meeting next week with a prospective referral source.  ese meetings are highly valuable be- cause one referral source can send many clients to you. I refer to this as the “one to many” strategy. It’s true. One thera- pist could send a family lawyer scores of clients over the course of a year.
Following are a few tips to help you maximize the success of your network- ing meetings by prioritizing those meetings as you would any other client deadline.  at means you need to be prepared! Not only do you need to be prepared for the meeting, you need to lead the conversation and actively fol- low up when you’re back at the o ce. Let’s make those networking meetings count!
DON’T JUST DASH OFF- DO YOUR HOMEWORK
Before you meet, make sure you take a step back and gather some important information:
1.Web and Bio Review - Visit their
website and read their biography and applicable webpages. Make sure you also read their LinkedIn pro le; a treasure trove of background infor- mation!  e more you know about them, the better your questions will be.
2. Google Them! - Do a basic Google search on the person you are meeting with. What if they were just quoted in the daily paper? You want to be able to congratulate them. You never know what you’ll  nd when you search on- line. You may even see they were just named Chairperson of a board or community group.
3. Look for Commonality – Visit their LinkedIn pro le and see what con- tacts you have in common; see what they like to do in their spare time; re- view where they used to work. You are always looking for the things you might have in common with your contact. It’s a lot easier to start a con- versation with someone new by not-
ing you both went to the same college or grew up in the same town. Maybe you both love skiing, sailing, or pot- tery. You get the idea!
4.Mental Agenda – Before you leave your o ce, think about what you want to get out of the meeting. What would the best-case scenario be? It could be an agreement to write an article together or team up to deliver a webinar. It might open the door to having you go to their  rm and pres- ent something educational to oth- ers (using the example from above, a family law lawyer could present “What to Do if you Receive a Subpoe- na,” to other therapists in their o ce). Before you leave your o ce, answer the question, “At the end of lunch, I will know this meeting was a success because.......”
5. How can You Help Them? – A er doing your research on the person, spend time thinking about who you could introduce them to – those who could help them achieve their busi- ness or personal goals.  e very best networking is accomplished when your focus and attention are on them. By kicking your network into high
gear, you will ensure your marketing time is spent with people who can ac- tually hire you or refer business to you. Remember the importance of prepar- ing for your meetings, by doing some research, identifying questions you can ask, and looking for ways in which you can help them. Great marketing meet- ings start with doing your research and  nding out in advance, what you have in common with the person. Next month we will continue this article by focusing on how to lead a meeting by focusing on the other person, and actively following up when you return to your o ce.
TERRIE S. WHEELER, MBC, IS THE FOUNDER OF PRO- FESSIONAL SERVICES MAR- KETING, LLC. SHE SPENDS A SIGNIFICANT AMOUNT OF TIME COACHING LAW- YERS TO BECOME SUC-
CESSFUL RAINMAKERS. PART OF HER WORK INVOLVES HELPING HER CLIENTS MAKE THE MOST OF THEIR NETWORKING MEETINGS! TERRIE WRITES AND SPEAKS NATIONALLY ON ETHICAL MARKETING STRATEGIES FOR LAWYERS. SHE RECENTLY COMPLETED A SIX-YEAR TERM ON THE MN LAWYERS PRO- FESSIONAL RESPONSIBILITY BOARD AND TEACHES MARKETING AND CLIENT SERVICE AT TWO LAW SCHOOLS. CONTACT TERRIE AT 320-358-1000, OR [email protected] ING.COM.
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