03.05.09
Posted in relationships, staying in touch at 11:12 am by Marianne Trost
Many lawyers have asked me recently, “What is the #1 thing I should be doing to weather the current economic storm?” While there are many things that lawyers should be doing, connecting with clients should be at the top of the list.
Now is the time to make certain that your clients know they are valued. Offer to get together for lunch, on your dime, to check in and see how they are doing. Ask questions that allow your client to do most of the talking, while you listen. (Women are particularly good at asking questions, and then letting others talk while they listen. If you have this skill, now is the time to put it to full use.) Consider asking, “How are the current economic conditions affecting your business?” or “What do you foresee as your biggest challenges or your greatest opportunities in 2009?” “Is there anything I can be doing to assist and support you or connect you to someone who can?” Try not to assume the answers will be gloom and doom. Where there are challenges for many, there are also opportunities for others.
For those clients (and you can expand your list to include contacts and referral sources, if you like) with whom you cannot connect in person, pick up the phone. Let them know you have been thinking of them. Serve as the counselor that you are i.e. let them talk while you listen to their needs, offer a positive viewpoint, and take steps to assist, where appropriate.
For those who are not lunch or phone call accessible, consider sending a handwritten note or an e-mail. Assuming your clients already know that you are thinking about them and that you want to support and assist them, won’t give you the competitive edge in this market. Be proactive and let your clients, contacts and referral sources know that you value them and that you care.
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12.19.08
Posted in business cards, networking, relationships, staying in touch at 8:52 am by Marianne Trost
I found myself up late last night writing holiday cards. As with many of my clients, about thirty cards into the project I thought the unspeakable i.e. “Are these worth the time and effort?” I concluded that they were, and that they need to get out on time –even if just a few days before the holiday.
A holiday card with a handwritten sentence or two can go a long way in nurturing a relationship. I have clients who have even gotten new pieces of work because the receiver of the card was prompted to pick up the phone and reconnect. By the end of the conversation, new work was on its way. While not the intent of the holiday card, it can be an added benefit.
If you are going to write holiday cards, then you really do need to do exactly that i.e. write them.
Apply the golden rule i.e. “If I received a mass printed card in the mail with a pre-printed signature, how would that make me feel and what would I do with it?” “If I received a mass mailed card with a signature on it, how would that make me feel and what would I do with it?” “If I got a card with a handwritten note that made me know the writer was thinking of me specifically when she wrote it, how would that make me feel and what would I do with it?”
Personalizing your cards matters. Add a handwritten note to each card. Yes, it takes an extra minute or two, but it is actually not that difficult once you get the hang of it. Think along the lines of “thank you”, “I enjoyed”, “I am grateful for”, “I appreciate”. Your handwritten notes are a way to let your contacts know you value them. That’s why they are valuable to nurturing and growing relationships.
Do not include your business card. Yes, some people may differ with me on this point, but in my opinion, holiday cards are a time to express thanks and appreciation. They are a time to acknowledge gratitude and the difference that OTHERS (not ourselves) make in our professional and personal lives. I don’t think enclosing a business card sets that tone. Preprinted addresses and the name of your firm are fine, as the contact information is useful to the recipient.
Just because you don’t include your business card, however, doesn’t mean that mentioning work related topics is off limits. After all, these are holiday cards related to the professional relationships you value. Think along the lines of appreciation and gratitude.
It’s good to tell clients you enjoy working with them and even that you look forward to working with them in the new year. It’s good to thank referral sources and let them know they are appreciated. It’s good to tell new contacts that you enjoyed meeting them and that you look forward to connecting again.
The only caveat is that you must be truthful and sincere. The handwritten sentences you include are a reflection on you. They leave a lasting impression.
If you are having trouble getting started with your holiday cards (and congratulations to those of you who have already finished yours for 2008!), I have two suggested approaches.
1) If you are doing your cards at home, there is still time in 2008! Put on some music that gets you in the holiday spirit, light a candle, get comfy, and set a goal of how many you want to accomplish. You can do it!
2) If you can’t squeeze a few cards in this year, but want to try next year, here’s a way to get started early. After Thanksgiving put five or so holiday cards on your desk each day and commit to writing them before you leave that day. Once written you can either keep the finished cards in a stack and mail them all out at one time, or you can start sprinkling them along the way if that helps you feel as if you are making progress. Five plus five plus five adds up quickly and it is a lot easier than doing seventy-five in one sitting.
Happy holidays and happy writing…
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09.30.08
Posted in networking, relationships, staying in touch, women venues at 10:30 am by Marianne Trost
I was reminded again this past weekend of the value of getting together. A female colleague, whom I had not been in touch with for several months, sent around an e-mail to her contacts inviting us to join her at her house after work to “meet other fun and interesting women”. (What a great idea, by the way!)
When I arrived I was amazed to see 40 or so women, from all different backgrounds, mingling in her home getting to know one another. It wasn’t awkward because we were all there for the same reason i.e. to meet each other and get to know new people.
It turns out that I knew three people, one of whom was a client, one of whom mentioned she had been meaning to pass my information along to a potential client, and one of whom gave me a reason to e-mail a past work colleague that I have not had a legitimate reason to be in touch with for a while. Just that in and of itself was worth the time from a professional standpoint (that’s not to mention the value that comes from being energized and inspired by other talented women.)
Over the course of the two hours I met at least another twenty interesting and diverse women, several of whom I would like to stay in touch with for professional and non-professional reasons. We came together in a very natural way and had a great time making new acquaintances. As I was leaving I heard others say that we should do this again some time. I agree!
Tip of the Day: The next time you are looking for a new “venue” on an individual level (I would not recommend it for a firm event — you need an “extra draw” to get people to come to something like that), consider something that is simple and natural. Invite a group of fun and interesting women to mingle in an informal way. It’s amazing how easy it is for women to spend a few hours interconnecting, finding common interests, sharing experiences, providing encouragement/support, offering to make introductions, etc. There was no speaker to line up, no sporting event in the background, no planned agenda, no preparation — just women getting together with women. And yet, new relationships were made, new connections were discovered, new opportunities were unearthed, and everyone walked away with some good food for the soul.
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09.05.08
Posted in networking, relationships at 2:39 pm by Marianne Trost
One of my favorite networking tips is to keep the names of 4-5 people you would like to get to know better, near your phone. One quick glance at the names, and you’ll be able to turn an invitation into an opportunity to develop or grow a professional relationship. Here’s how…
Take a few minutes to think of 4-5 people you would like to get to know better. The 4-5 people could include a client, a potential client, someone you met at a volunteer event, someone you met at a conference, someone you met at a networking event, someone who serves on a committee with you, etc.
Write the 4-5 names on a post-it note including the phone numbers and keep the list near your phone. (Yes, you’ll be reminded of those names each time you look at your phone.)
The next time you get an invitation to attend a CLE program, run down the list to see if anyone on the list would enjoy going with you. The next time you get an invitation to attend a charity event, consider inviting one of the people on your mini-list. The next time you hear of a complimentary seminar being offered by your firm, scan the list to see if anyone on the list would appreciate an invitation to attend with you. The next time you are invited to a luncheon event, check to see if anyone on your list would enjoy going with you. The next time someone asks you if you want to use the tickets they can’t use, see if anyone on the list would enjoy using the tickets with you.
The hard part about utilizing invitations is that the invitations usually come during busy moments when it is difficult to run through a list of all of your contacts and figure out whom you would like to invite. However, if you have a list of 4-5 names already by your phone, it only takes a few seconds to see if any of them are a fit for the invitation, and only a few more seconds to pick up the phone and call them. Chances are you’ll find opportunities that are a fit for the 4-5 people on your list in no time.
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