604-669-5235 gary@ontraccoach.com

Speaking at Events

Speaking is another way for you to get in front of potential clients or referral sources. The more you can do to make it easier for them to find you, the more successful you will be with your business development efforts. Here’s a few tips to follow:

1. Do your research with your best clients and referral sources to find topics of interest. You can also do this when networking and meeting new people in your target audience.

2. Approach organizers of appropriate events (again, you’ve done your homework and asked you clients and referral sources what do they attend?)

3. Even if you have to go through an RFP process to be chosen to speak, following this advice will increase the likelihood of being chosen.

4. Make sure the organizers sign off on your content. As you work to build a solid reputation as a speaker, they will appreciate this. They don’t like surprises. An added benefit of doing this is that you can walk into the room fully confident that your content will hit the mark.

5. Arrive early and great people as they arrive. Ask them what they would like to take away from your presentation. Get their business card. Now you have a reason to follow-up with them.

6. Do the same thing following your presentation. Some people don’t like to ask questions in front of their peers. Make yourself available to them. Get their business card.

7. Follow-up with the people you’ve met.

The book is out

Raindance: The Business Development Guide Book for Lawyers is now available through Carswell. Click here to go to Carswell for more information and ordering.

If you are a lawyer just starting out with business development, or already engaged and looking to up your game, this book is your practical, step-by-step guide to follow in order to achieve your goals.

Is brevity your friend?

The more you can say in the least amount of time, the better. Do you often feel the need to fill silence? Silence can be very powerful. Whether you are in a meeting or giving a presentation, silence allows the people you are communicating with to absorb what you are saying. 

The next time you are communicating, email, phone, in a meeting, networking, or giving a presentation, try being a brief as possible. Try using less words to say more. Keep your sentences short.  Pause more between sentences. Look for more powerful words to use. And if you have a certain amount of time allotted to you, don’t be afraid of using less.

You Inc.

In today’s marketplace it’s more important than ever to have a strong recognizable and distinct personal brand. Whether you are in house or in private practice you are more valuable when you have a strong personal brand, and you can take it with you wherever you go. So, get published regularly, speak at industry events often, create and build a strong LinkedIn profile, have your own blog, keep in regular communication with your clients, make regular visits to their place of work, and stay top of mind.