Lawyers and speeches go hand-in-hand. Not only do you give compelling closing statements in the courtroom, but you are also called upon by the community to run for public office, give speeches, and lead discussions on various legal and political subjects. For some attorneys, public speaking is an integral part of their practices. They consistently book events within their states or even across the country. With a little strategy and action, these speeches can be converted to paying clients.
Give a useful speech
The first step in turning a speaking engagement into a client is giving an informative and useful speech. Make sure it conveys your expertise in the subject matter of the event. This requires substance, as well as delivery. The substance of the talk should provide your audience with value. Don’t give away all of your professional secrets for free, but a nugget of advantageous information now can potentially become paying clients down the road. The delivery aspect of your talk requires organization and a presentation that is easily followed. If your audience cannot understand what you are saying, they will not want to secure your professional services.
The Post-Speech Introductions
If you give a good speech, it is a virtual guarantee that several audience members will make their way up to you afterward. They will want to ask you specific questions or speak further about their individual circumstances. This is an excellent opportunity for networking and opening the door to future communications. Make personal introductions and listen to their concerns. If there’s a question you can address on the spot, do so and offer to follow up by email in the coming week. If the concerns are too complicated for a quick answer, suggest that a scheduled consultation may be the most effective way of addressing them. Don’t forget to exchange business cards or email addresses. You may also want to make notes about the conversation on the back of the card, so you do not forget what each person communicated.
Follow up with an email
Once you get back to the office, take the business cards you received and get to sending emails. Don’t forget to thank each person for their attendance at your speech and provide some information that specifically addresses their question or concern. Then, suggest a follow-up telephone call or in-office consultation. Hopefully, the outcome of this email will be a productive meeting and a new client.
About Erika Winston:
Erika Winston is a freelance writer with a passion for law. Through her business, The Legal Writing Studio, she helps legal professionals deliver effective written messages. Erika is a regular contributor to TimeSolv and a variety of other publications.