The most important element of a fruitful job search (and, for that matter, of later business development for career advancement) is effective and relentless networking. But the key to success, and having a better time at it, is not to think of networking as selling, but as an opportunity to get to know people. Yes, you want folks you meet to help you make connections, but it’s a reciprocal relationship.
Be curious and give to get
Who do you know and what do you know that might interest them? If you’re a student or junior lawyer, it might not necessarily be about practicing law, but about other areas of interest that come up in your conversations.
Don’t start out by asking for referrals or introductions. Rather, ask questions and listen for opportunities to share ideas and information or connect people who should know each other. When someone feels heard and understood, trust builds quickly and that’s what opens doors. You want to become the kind of person who people want to be around, want to work with and want to help.
Who’s your target?
Think of every introduction anywhere as an opportunity to start a potential business relationship. As a student or new lawyer, you might want to start with, as one law school career counselor put it, “friends of parents and parents of friends.” Also look at all your “non-professional” organizations and activities and note who else is a member or attends. Include people outside the legal industry. You never know who knows someone who can get you in the right door.
Even if you’re conducting a passive, or “stealth” job search, tell almost everyone you run across during the regular course of your daily activities (in person, online and through social media) that you’re interested in a particular type of law and would like to meet experts in that field. Ask for contacts and for informational interviews; asking directly for a job is likely to bring a conversation to a quick dead-end if there are no current hiring plans.
Show up with a plan
Merely attending events won’t help you advance your job search; rather, it’s essential to participate actively. Go to alumni and bar associations and/or civic, social, charitable and political organizations and talk to everyone possible about what they know about the job market.
If networking doesn’t come naturally for you, try these techniques:
- When you discover an event that might be a good networking opportunity, register immediately, put it on your calendar and prepay. Ask a friend to go with you. That way, you’re less likely to invent excuses not to attend.
- Before the event, get yourself in the right frame of mind: Give yourself (or have a friend give you) a pep talk.
- Be prepared with information on current events, either general news or law-related, to get conversations started.
- Arrive early so you don’t have to face a crowd already engaged in conversation. When you’re one of the first to arrive, you can introduce yourself to others as they come in.
- Volunteering to work at events is a good way to meet people. If you staff the registration table, for instance, you talk to many of the attendees as they arrive, which breaks the ice for you to chat with them later. It also helps you identify specific people you should make a point of meeting.
- Take a networking buddy and split up, check in occasionally and see who can meet the most new people, or introduce each other to someone you just met.
- Don’t restrict your conversation to people you already know. Your goal is to meet as many new people as you can. Remember, everyone else attended the event to expand their contacts, as well, so they should be open to your approach.
What to say
Are you tongue-tied when meeting new people? To make those first few moments a little easier, prepare a short introduction that is clear, clever, memorable and a conversation-starter. It should include your name, title and firm name OR the type of position you’re seeking; your area of practice and geographical focus; and your goal for attending the event. Be brief but provide enough information to make a connection.
For example, I might say, “Hi, I’m Valerie Fontaine with SeltzerFontaine. I’m a legal search consultant, otherwise known as a headhunter for lawyers. Although we’re based in Los Angeles, we place attorneys with law firms and corporations throughout California and across the country. We’re always on the lookout for great lawyers to place and exciting opportunities to fill.” I also like to get a laugh and break the ice by quipping, “I like to say that I put lawyers in their place!”
After you introduce yourself, ask questions to get them talking, then share related information about yourself. This can lead naturally into the fact that you’re interested in a particular type of law or new opportunity.
If you’re still at a complete loss for words, safe ways to get the conversation moving include questions such as:
- What do you think of this event?
- Are you a member of this organization?
- How do you know the host or honoree?
- How often do you attend these functions?
- What brought you here today?
- What type of work do you do?
- What do you like to do when you’re not working?
- And, if the event has a holiday theme, you can ask about their holiday plans.
These questions can lead to the topic foremost on your mind: pursuing your career goals.
Follow up on the connection
Carry business cards with you everywhere and at all times (or be ready with your LinkedIn QR code for a quick scan to share contact information). As soon as you leave an event or meet someone new, make notes on the back of their card or send yourself a phone memo with the date and event, what you discussed and reminders of any introductions or links you promised to provide them.
Follow up within a couple of days with an email or note saying you enjoyed meeting them and depending upon your need for confidentiality, include your résumé in the event they hear of something that may be appropriate for you or wish to pass it on to someone who might be interested in your background. Look them up on LinkedIn and request to connect with a brief note reminding them of your initial meeting. That way, you gain access to their connections as part of your extended network, as well.
But, even more importantly, if you promised (or later thought of) an introduction or a link to something that might interest them, deliver! Remember, networking done right is a reciprocal activity.
