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Legal Marketing: Get the most out of events

Guest post by: Tom Matte

Article Overview: I have attended and spoken at many legal marketing events. I know they can be time-consuming, and you may not think they are important. But attending events regularly will create awareness for you and your firm, and it will generate new business. And after all of the meeting and greeting, you might learn something too! Here are some great ways to maximize your experience.

Legal Marketing: Get the most out of events

Attending networking events will allow you to meet potential clients, referral sources, competitors and grow your firm.

I have attended and spoken at many legal marketing events. I know they can be time-consuming, and you may not think they are important. But attending events regularly will create awareness for you and your firm, and it will generate new business. And after all of the meeting and greeting, you might learn something too! Here are some great ways to maximize your experience:

• Don’t be late. Get there a little early so you can meet (and thank) the people that are hosting the event. Take note of what they do well and what you’d do differently. This will give you great information on how to organize your own event – you never know when you might want to host one yourself! Also, it’s great to be one of the first faces people see as they walk into the event. Make yourself known. As anyone knows from the legal marketing events in Atlanta, I am usually one of the first folks in the room.
• Network. As soon as people start arriving, introducing yourself and start making connections. Most people hate this part of any event, and worry about being the one no one speaks to. So introduce yourself, start a conversation and you’ll put others at ease. When you see a group of people you want to talk to, don’t hesitate to walk right up and join in. Pass out your card and suggest personal meetings with those who have the most potential.
• Get the inside scoop. Meet your competition and start a conversation with them. Be friendly and welcoming. A lot of times, your competition may not offer all of the services that you do, and vice versa. Sometimes they can even turn into good referral partners. Regardless, you can only benefit from getting to know your competitors.
• Participate. If there is a presentation, ask thought-provoking questions or add to the conversation, if appropriate. Or, seek out the meeting organizer andsee if you can be a speaker at a future event. This will allow you to showcase your expertise and your practice area. And as the speaker, you get to talk to everyone at the event, and often get the contact information for all attendees too.
• Do not leave early. People put a lot of work and effort into these events, and it looks bad if you carelessly leave the event before it’s over. This is doubly true if you leave in the middle a of speech or presentation, because you draw attention to yourself and away from the speaker. On top of that, oftentimes the people who couldn’t get there early will stay late to network. Take advantage of that time too. Side Note: When it comes to lunch events, I do have a pet peeve about speakers running late because everyone has to get back to the office. I feel it’s in bad form for the event to start late. But if it does start late, then the speaker should shorten the presentation.

Do your research and pick organization and legal groups where your prospects are likely to gather. And get the most out of your time investment. If you sneak in late and leave early, you might as well not go. By networking well, you’ll meet more prospects, get to know some great referral sources, and eventually see your firm benefit from your efforts.

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Article Tags: atlanta law firm marketing services, events, legal marketing, The Matte Pad, Tom Matte



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