Ed note: Latest in a series. Read the prior installment here.
As we continue our journey into the strategic value of presenting a CLE, we’ve already discussed how CLEs can elevate your professional reputation by establishing you as a thought leader in your field.
However, reputation building is just one piece of the puzzle. The next critical component is how CLEs can be leveraged for networking and client development.
In this article, we’ll explore how to transform the connections you make during CLEs into long-term relationships and, ultimately, into clients. We’ll also touch on the importance of personal engagement and the role of multiple interactions in building trust and converting relationships into clients.
Networking: Beyond the Surface Level
Networking during and after a CLE is more than just exchanging business cards or connecting on LinkedIn. It’s about creating meaningful interactions that lay the foundation for long-term professional relationships.
The key to successful networking at CLEs lies in engaging with attendees on a personal level—understanding why they attended, what they found interesting, and how you can add value to their professional and personal lives.
Why Personal Engagement Matters:
• Building Trust: Trust is the cornerstone of any successful client relationship. By taking the time to understand your attendees’ interests, challenges, and goals, you begin to establish a rapport that goes beyond surface-level interactions.
• Memorable Connections: When you connect with someone on a personal level, you stand out from the crowd. These connections are more likely to remember you when they need the expertise you offer.
• Effective Follow-Up: Knowing personal details about your contacts—whether it’s their hobbies, family life, or reasons for attending your CLE—makes following up more meaningful. This type of follow-up is not just about work; it’s about showing genuine interest in them as individuals.
The Power of Personal Conversations
Building relationships that lead to client development doesn’t happen overnight. Research shows that it typically takes 7-8 interactions to convert a relationship into a client.
This is why personal conversations during and after your CLE are so crucial. These interactions don’t have to be strictly about business. In fact, conversations about personal interests, family, or hobbies can be more impactful in establishing a connection.
Strategies for Personal Engagement:
• Ask Why They Came: Start by asking attendees why they chose to attend your session. This can give you insights into their current challenges and how you might help them.
• Learn About Their Interests: During breaks or networking sessions, take the time to learn about what they do outside of work. Whether it’s a shared hobby or a similar family situation, finding common ground can strengthen your connection.
• Follow-Up with Purpose: When you follow up after the CLE, refer back to the personal details you discussed. This shows that you were paying attention and that you care about them as individuals, not just as potential clients.
Building Relationships: The Long Game
Understanding that it takes multiple interactions to build trust and convert relationships into clients is crucial. Each interaction, whether it’s during the CLE, in follow-up emails, or at subsequent meetings, should be viewed as a step toward deepening the relationship.
Consistency is Key:
• Stay in Touch: Regular follow-up is essential. Don’t wait until you need something to reach out. Instead, keep the lines of communication open with periodic check-ins that aren’t necessarily about work.
• Add Value: Each interaction should add value to the relationship. Whether you’re sharing insights from a recent legal development or simply checking in on a personal matter you discussed, your goal is to consistently demonstrate your value as both a professional and a person.
• Be Patient: Building relationships takes time. Don’t rush the process. Focus on nurturing the connection, and the business opportunities will naturally follow.
Crafting Your Networking Strategy
As you prepare for your next CLE, plan your networking strategy with the understanding that building relationships is a long-term investment. Think about how you can create multiple touchpoints with attendees and how you can engage with them on both a professional and personal level.
In the next article, we’ll dive deeper into how staying current and sharing knowledge through CLEs not only keeps you ahead in your field but also reinforces these long-term relationships, turning them into sustained client development opportunities.
Checklist for Part 2, Article 2:
Building Personal Relationships:
✔️ Engage on a Personal Level: Ask attendees why they came and learn about their interests beyond work.
✔️ Build Trust: Use personal conversations to establish rapport and stand out from other professionals.
✔️ Prepare for Follow-Up: Take note of personal details that can be used for meaningful follow-up interactions.
Leveraging Multiple Interactions:
✔️ Plan for Ongoing Engagement: Recognize that it takes 7-8 interactions to convert a relationship into a client.
✔️ Maintain Consistent Contact: Regularly check in with contacts, focusing on adding value with each interaction.
✔️ Be Patient: Understand that building these relationships takes time and should not be rushed.
With the right approach, your CLE can be more than just an educational session—it can be a strategic tool for building relationships that grow your practice and establish your reputation as a trusted advisor.
Sejal Bhasker Patel is a Rainmaking Consultant and Author of Rainmaker: Unleashed — a sharp, strategic playbook for attorneys who don’t fit the traditional mold. She’s the founder of Sage Ivy, a consulting firm that works directly with law firms and attorneys to turn relationships into revenue — without selling their soul. Her work is blunt, tailored, and built on one core belief: Authenticity isn’t a liability — it’s your strongest competitive edge.
www.sageivyconsulting.com
The post Leveraging CLEs For Networking And Client Development appeared first on Above the Law.