This because you've been sold the idea that, at networking events, you're supposed to meet as many people as possible. Nothing could be less productive. Instead, go there with a specific profile to apply, i.e., know exactly what you're looking for, and filter those you meet quickly. With a single question, you can determine whether or not to invest any time at all with them. Here's what to do to get the most out of the time you spend:
1: Shift your perspective
If you haven't already watched the free six-minute video, Why You Need to Market and Sell Differently: Buyers' Comments, please do. It will re-orient your thinking to better align with what buyers want. At about the 2:15 mark, you'll see and hear verbatim comments from legal service buyers, expressing their loathing for being pitched.
2: Define the Problem You're Looking For
RainmakerVT's Door-Opener: Associate Yourself with Business Problems that Drive Demand for Your Expertise teaches you how to identify the business problem that guarantees your success.
3: Hunt, Don't Network
Armed with your Door-Opener problem, apply the process in Networking Events: Progressing from the Doorway to a Sales Opportunity -- Comfortably. Once past the basic courtesies, in two minutes you'll qualify those you meet as "invest" or "graciously excuse yourself."
Why You Need to Market and Sell Differently is free. Simply click on the title to access it.
There are two ways to get access to the other two courses:
- Through your firm. Contact your Marketing- or Business Development department and ask for this training. (If they're not yet making the most innovative training in the law business available to you, ask them to contact us at 702-942-7367 to learn how to get RainmakerVT's interactive online training for your colleagues and you.)
- Immediate unlimited 10-day access via credit card for only $35 each: