In this column we’ll begin exploring tactics which must be practiced and repeated. A good marketer selects those that work best for him/her, and “work” them. These may seem basic to some readers; but they do work.
 
Attending CLE and BAR Events: Get to know lawyers from other firms and jurisdictions; they can be great referral sources. If in-house attorneys are on a panel, ask a question or offer a comment. Introduce yourself when the event is over and request a business card. You’ve already distinguished yourself by showing interest in what they worked hard to present. No doubt they’re grateful for that interest and will respond accordingly.
 
Don’t Just Attend Events: Get involved with the sponsoring committee. Since organizations want and need volunteers, the relationship is mutually helpful.
 
Memorize An Elevator Message: What you do, why your work is valuable, and why people hire you. Learn to deliver the speech conversationally. Just because it’s memorized doesn’t mean it has to sound memorized.
 
Lots more tactics to follow in future blogs. If you have one or two that work for you, send them on and we’ll highlight them.

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