Face Time, or, Working That Room!

Networking events were not part of my life when I was employed in Big Law – or at least I didn’t perceive what I was doing to be “networking.”  I rubbed shoulders with other paralegals and legal support professionals at MCLEs and other seminars, and of course met people in other industries at MeetUps and other gatherings.  I made friends where I could, noted interesting information I came across, but didn’t consider such events essential for my livelihood.
 

Now that I’m a business owner, events where I can meet fellow entrepreneurs and other legal professionals have become hugely important.  I seek out such gatherings wherever I can, and I make it a priority to show up.  Of course my direct mail, email and internet marketing are all worthwhile, but there’s something irreplaceable about meeting someone face to face.  I remember the people I meet, and what I’ve learned about what they do and what they need.  And I hope they remember me!
 

I attend county Bar Association events, paralegal association meetings, e-discovery seminars, as well as local business networking events whenever I can.  I still try to make friends.  I still note interesting information I come across.  If I meet someone who could benefit from my contract paralegal services someday, of course I make a special effort to learn about her firm and practice.  However, I find that people in other industries are great connections to make as well.  I never know when I might have a need for the expertise of someone I meet outside the legal profession, or whether I will meet someone I can refer to them.

Last week I attended an event hosted by the Napa Chamber of Commerce at the beautiful Artesa Winery.  It was a gorgeous setting and a beautiful mild summer evening.  I met interesting people in the wine industry, video and internet marketing fields, direct mail and network marketing areas, and yes, the legal industry too.  The wines and the food items from local restaurants were excellent, and it all made for a lovely and beneficial evening.
 

Yes, I still experience some initial reticence to striking up conversations with strangers, but once I get going I do love to chat with people I meet, learn about how they’re operating their businesses, and compare notes on marketing strategies and the economy, etc.  I try to focus on making friends rather than doing a hard-sell about my services, and I try to follow up with emails to everyone I meet that I want to stay in touch with.
 

Will I get business directly from such networking events?  I certainly hope so, but it isn’t solely about that.  Rather, it’s about making connections in my local community, establishing friendships with people I can help and who can perhaps help me one day.  It’s about Whuffie.
 

For another take on networking events, I highly recommend these:  Chere Estrin’s wonderful post, You Call This Networking?? – boy, can I relate to this anxiety!  Also, an inspiring post from Women Grow Business called,  Want to Grow Your Business? Get Out Of Your Comfort Zone. 
 

So what about you – do you network?  Feel free to share your stories in the comments!

How to Succeed in Business . . . by Really, Really Trying

Occasionally I read an article or blog post I find so thought provoking, I cannot shake it off. 

Such as last month, when I read Sonia Simone’s CopyBlogger piece, The Three Surprisingly Simple Keys to Success.  What was provocative about this piece for me was the discussion of things that I typically view as outside my control which may actually be very much within my control.

What are the three keys, and are they within my grasp after all?  The article starts with the well-known premise that in order to succeed – in whatever you’re trying to succeed in – you need any two of the three following things: talent, luck, or persistence.  Now, the last one, persistence, may be challenging, but at least it's up to me and me alone to persist or not.  But what if I’m neither talented enough nor lucky enough?

Talent

I’ve been accustomed to thinking talent is innate.  Something I was born to be good at.  Some “gift” that always came naturally to me.  (Phrased that way, how many of these do I actually have?!?  Hmm . . .)  For example, I had a bit of an ear for music when I was young, and thought of it as a “talent” I had been born with - possibly discounting too much the 1-2 hours per day I practiced (which is of course nothing by musicians’ standards - but still).  But Simone suggests that what we think of as talent is more often something we love so much that we do it a lot, in which case does the success stem from innate ability, or from “nonstop, almost obsessive practice”? 

Thought provoking question!  If some activity I need to make my business succeed - such as successful marketing, thoughtful use of social media, writing useful articles - doesn’t come naturally to me, do I give up on talent and turn to the other two Keys to Success?  Nope.  I keep marketing.  I keep working at communicating.  I write, and write, and write some more. 

As Simone writes, “The more you work, the more talented you get.”  Which is actually a huge relief!

Luck

Luck is obviously completely outside my realm of influence - or so I thought.  But what if luck isn’t really “luck”?  If a brand new client phones me because my marketing piece lands on her desk the very day she needs help, is that luck?  Maybe, but if I strew my marketing pieces wider and farther and more strategically and more often, can I improve the odds of such a thing happening?

If I bump into three potential clients at a social event and spark their interest in my business primarily because I’m likable and I express confidence that I can benefit them, is that lucky?  Perhaps a bit, but if I get out more often and meet more people, and if I’m putting my most likable self forward at all times, do I improve my odds? 

What if I’m always striving to be kind, be helpful, be generous, improve my karma, and increase my whuffie?  What if these things, over time, bring me more business and happier clients?  Is that luck?

As Simone says, “The more you work, the luckier you get.”  Good news!

Persistence

I’m not suggesting this one is easy; however it is a lot easier for me to realize that this particular key to success is within my control.  I need to keep at it and not give up.  Keep working hard and well for my clients.  Keep dreaming up new avenues for finding and attracting clients.  Keep marketing.  Keep writing.  Keep interacting.  Keep striving to be generous.  Keep doing my best work.  Relentlessly.  Every day.  No matter what.  Without fail.

So when I’m tempted to feel discouraged that things aren’t going my way, not falling into place, not progressing quickly enough, this article is an excellent reminder to me that if I just persist, keep working hard at all the tasks before me, perhaps I can increase my talent, create my own luck, and my business will become a success.

Care and Feeding of Your Whuffie

A)  Kid’s toy?  B) Foreign curse word?  C) Porn name?  What in heaven’s name, you ask, is whuffie?  Well according to Tara Hunt,

Whuffie is the residual outcome – the currency – of your reputation.  You lose or gain it based on positive or negative actions, your contributions to the community, and what people think of you.  The measurement of your whuffie is weighted according to your interactions with communities and individuals. (at 4)

Originally coined by Cory Doctory in his sci-fi novel, “Down and Out in the Magic Kingdom,” (free download – very generous, very cool), who envisions “whuffie” as the currency that replaces money and better reflects the “personal capital” money once represented, whuffie is gained – or lost – by the helpfulness of your deeds - or lack thereof.  Quoting Hunt again,

In the gift economy, the more you give away, the more whuffie you gain, which is completely opposite from currency in the market economy, where when you give away money, it’s pretty much gone.  (at 5)

Hunt uses this metaphor to discuss building a business through building relationships with customers and the communities they are part of via digital, social networks (Facebook, Twitter and blogging are but the tip of the iceberg when it comes to the various tools discussed by Hunt for building these relationships).

Hunt focuses primarily on businesses selling products on line, and her book is packed with interesting stuff.  However, reading the book has stimulated thought for me in a somewhat different direction.  After all, we’ve talked about my reticence at embracing social media tools.  Instead, I find myself thinking long and hard about ways I can connect and build relationships in my physical, local, “real” community.  After all, while my adorable town of Sonoma and surrounding environs are certainly not the only - or even primary - markets for my fledgling virtual and freelance paralegal business, they are the likely arenas for that part-time job I’m hunting for and the wine/food business I plan to start soon.  The people I bump into in my travels about the Sonoma valley could well be the ones with whom I will interact in those businesses some day.

So I’ve been making more of an effort to meet folks locally.  Mind you, I’m pretty good at that already – after only seven months here, I’ve made a number of friends due to my penchant for striking up conversations with folks I meet in restaurants, bars and tasting rooms.  Recently though, I’ve taken to wandering into the shops and businesses on and near the Plaza, less to shop than to talk.  I’ve been chatting with the business owners.  Meeting fellow shoppers and guests.  I want to know who they are, how they came to Sonoma, what they enjoy doing, what businesses they are in, what they hope for the future.  I want to find out what we have in common, whether I have information to share, whether there is a way I can help.

And if, in so doing, I manage to increase my “whuffie” within my local community, well, so much the better!

Got your own “whuffie” story?  Feel free to share it in the comments.  And meanwhile, if you see me wandering around the Plaza in Sonoma, be sure to stop me and say hi.

The Whuffie Factor: Using the Power of Social Networks to Build Your Business, by Tara Hunt.  New York: Crown Business (2009)

Good Karma

I recently got a phone call from a very pleasant woman who asked if I could help her finalize bankruptcy paperwork for filing.  She had found my number on the internet, on a directory website I don’t use much, but on which I’m now grateful I have a profile.  

Well, the fact of the matter is, I can’t help her finalize her bankruptcy paperwork.  As a freelance paralegal, I am only authorized to work for an attorney, and under his or her supervision; I cannot work for the general public.  Therefore, even if I were a bankruptcy specialist, which I am not, I couldn’t legally help her with her bankruptcy.

So I proceeded to explain to her that in lieu of hiring an attorney, the kind of person who might be able to help was a Legal Document Assistant (LDA).  LDAs are registered with the State (in California, anyway) and are able to help individuals prepare legal documents in many fields such as adoptions, divorces, bankruptcy, etc.  I took down the woman’s name, phone number and email address.  I ran a quick Google search and found three websites where this woman might be able to find a qualified LDA who could look over her bankruptcy papers for her, and I emailed them to her, and wished her well.  It all took about fifteen minutes of my time.

I’ll never make a dime from this.  I don’t even know this woman’s last name or what city she lives in.  I doubt I will ever bump into her, and I don’t expect she will ever be in a position to refer me any business from local attorneys.
 

I just wanted to try and help her out a bit.  Be a good citizen.  Be a contributing member of my local community.  Build my “whuffie” (about which, read more in my upcoming “Whuffie” post.)   I just wanted to be the nice person Mom and Dad raised me to be.

Got any “good karma” stories of your own to share?  Feel free to leave them in the comments!