From “Hi, I’m a junior barrister” to “Yes, we want to instruct you”

Juniors ask me how to generate instructions from networking believing that it’s never going to happen. It will. You just need to show up, engage in conversation and practice patience.

“It always seems impossible until it’s done” Nelson Mandela

1. Show up

I’ve been at networking events where juniors stand in the shadows at the edge of the room like they are at the end-of-term school disco.

If that’s you, it’s time for “Nobody Puts Baby in the Corner”.

In other words, you need to show up like you mean business. This means walking up to people you don’t know and introducing yourself.

If the thought of doing this is terrifying, try this. Walk up to a group of three and say “Do you mind if I join you?” and smile. They’re not going to say no. I promise. You’re in a different playground now.

2. Engage on conversational safe ground

When you’re at an event, remember that everyone is there for the same reason. You’re all there to expand your network of contacts. And you can’t do that unless you engage in conversation.

So if having stumbled into a group of magic circle managing partners you find yourself tongue-tied, take a deep breath and remember that you know your hashtags from your elbow and you can safely bet next month’s Chambers’ fees they don’t.

Ask how their firms are using social media to generate referrals.  They will want to know how to do that.  (If you can’t remember, go back and watch the Week 2 video in Junior Entrepreneur).  Explain how you use social media to promote your practice area, and then steer the conversation towards matters of legal substance.

3. Practice patience

Audrey Hepburn said “To plant a garden is to believe in tomorrow.” If you’ve ever tried to grow a winter cabbage you’ll understand what she meant. Generating instructions from networking is like growing a winter cabbage. It takes time.

Networking is one step in a long series of interactions in your personal sales funnel. Each one brings a potential client closer to instructing you. But you can’t hurry the process because building trust takes time.

To grow trust, keep showing up in the places where your Ideal Client is spending their time. Stay on the radar of decision-makers by showing up regularly.

Be brave

Unless the system has turned on its head by the time I publish this post, junior barristers won’t be instructing other junior barristers any time soon.  So when you’re at networking events, your peers are not the people with whom you should be in a huddle.

To get the best instructions, you need to earn respect, inspire confidence and demonstrate competence. It doesn’t happen over one glass of merlot on a Thursday evening in Middle Temple Hall.  Show up, be consistent and refrain from the hard sell at the first meeting. Then watch the instructions start to flow.

By Heidi Smith
Creator of Jurilogical.com