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A Closer's Coffee

“Sales and marketing for lawyers”

November 4, 2010 Some Things to Consider – Working the Room Part 6

Names
• Remember peoples names: you will find it easier to remember names particularly the first name if you use it a few times upon the introduction, it also helps to say the name a few times under your breath; if you are given a business card study the name for a few seconds
• Use the other person’s name when speaking, it shows you have good manners

Speak in a Positive Way
• Always say things in a positive way, especially when speaking about yourself, your firm, your colleagues, and your practice; when we speak about anything negative or unpleasant it’s as if we are filling the space with a bad odor and it is the speaker of unpleasant words who is fouling his own image
• Show appreciation for other’s good qualities and accomplishments
• Give others happy emotions

Body Language
• Smile with your eyes as well as your mouth; remind yourself of someone or something that brings a smile to your entire face; it sends a message to every one that I am happy and open to meeting you
• Show your confidence in subtle ways: calm gesticulations, strong eye contact, speak loudly enough, erect posture
• During the sessions you can warm up fellow attendees and speakers by making eye contact and smiling, making a quick and positive aside to the attendees in your vicinity
• Talk to the highest caliber persons in the room
• Asking a question at a session is a great way to raise your profile at a conference; make sure your questions is, well, a question and not a speech; show your intelligence by asking a concise, insightful question; no one wants to hear your opinion and expressing one in the Q&A lowers your value; double bonus points if you can make the audience laugh in a kind way

Listening
• Genuinely care about other people their problems and concerns
• If you want to be considered interesting, be interested in what others have to say; encourage others to speak about their interests
• Make sure you are listening more than you speak
• If you operate from a position of generosity others will perceive you better and be more likely to help you in return
• Listen in a sympathetic way
• Ask good questions, make sure you have the story straight

Be Unique Never Generic
• Originality trumps generic every time this includes clothing, ideas, topics of conversation, how you sell your practice, you name it
• Try wearing something that will give others an easy way to comment on it and open a conversation it could be a pin, a tie, jewelry, something that invites comment
• Be entertaining, witty, funny when you speak, tell stories, make others laugh, this goes far beyond a sales pitch, or logical conversation
• Show a little vulnerability; it makes you seem more real to the other person

A Few Tips
• Openers need not be too logical, it works great if what you first say is witty, a touch enigmatic, humorous
• Never show desperation, or that your career depends on getting the business
• At a conference you have several windows of opportunity: before the conference starts, between the sessions, at the breaks, lunch, and the cocktail party; standing in line is a great time to open the persons in your vicinity, these opportunities include, the line for registration, the line for lunch, the line at the bar, or filing into a room

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