Attorney at Law Magazine Baltimore Vol 1 No 5 : Page 7

• • What materials will you develop and submit? Date the materials are Can due: you _________________. commit to this deadline? Before and During the Event Remember your networking and re-lationship building skills. Arrive at the event early and preview the nametags of attendees to see who you know. In-troduce yourself to the conference orga-nizer personally; thank them for having you present; make a strong personal im-pression. They might invite you to pres-ent again. In addition: • • Bring a lot of business cards. If the event is a full day, attend enough of the event to participate in the open vendor sessions; intro-duce yourself to other vendors do-ing business with your audience. You might even meet someone with whom you could pursue a joint marketing opportunity. • While you are presenting, offer a free item of value to the audience (research, a white paper, free con-sultation) and ask them to leave their business card with you. • Create a sign-up sheet so attendees can sign up to be on your mailing list where they will receive relevant information on topics of interest to them including blog posts you have written. • • Attend other presentations and net-work with other attendees. Gather business cards and jot de-tails on the back of the card so you actually remember “that great per-son” you met. unless you make a point of staying in front of those to whom you presented. Here are a few ideas to maximize the time you put into the presentation post-event: • • Send the conference organizer a personal thank you note. Send personal emails to everyone you encountered where business cards were exchanged, letting them know how much you enjoyed talk-ing with them and letting them know you would love to continue the discussion over coffee or lunch. • Add those individuals and session attendees to your Outlook contacts or the communications database used at your firm. • Add the presentation to your web-site biography. Presentations convey your sought-after expertise and are impressive to prospective clients. • Post on social media that the event was a success and provide a link to a PDF of your PowerPoint and/or ma-terials. Remember at the core of so-cial media posting is the concept of becoming a thought leader, and you can only do that by sharing content. • Repurpose the content – consider turning the content of the presenta-tion into an article or a blog post. In conclusion, speaking opportunities will be as successful as the time and en-ergy you devote to them. Remember to first evaluate if the speaking opportunity will be worth your prep time. Not every opportunity to present is a good one. Commit to taking the extra steps above before, during and after the event to en-sure your presentation will help you de-velop new referral relationships and even attract new clients into your practice. Terrie Wheeler, MBC is the founder and presi-dent of Professional Services Marketing, LLC. For more information or to sign up for a free webinar visit www.PSM-Marketing.com or call (320) 358-1000. • Review and consider additional sponsorship opportunities – like sponsoring a cocktail reception or a happy hour event . • Should you accept the presentation opportunity? Make the Go/ No-Go decision. Pre-Event Considerations I know. It feels like you have a long time to prepare for the presentation. Consider this friendly advice for over-achieving (and sometimes procrastinat-ing) lawyers. Calendar time to work on your presentation over time so you don’t end up pulling a law school all-nighter to make your materials deadline. As you develop your PowerPoint and materials, consider a few other pre-event ideas: • • Find out if you will be introduced or need to do your own introduction. Make sure the conference organizer has your biography along with your photo. • • • Secure a list of registrants from the organizer. Find out if you can create a separate evaluation for your session. If yes, create an evaluation with various calls to action and feedback on future topics of interest. Make sure to ask for attendees’ name and email address. • Develop an e-based communication letting your contacts know you will be presenting or tie into an upcom-ing firm communication. • Create targeted social media posts on your LinkedIn profile in the weeks leading up to the event. • Submit your PowerPoint and mate-rials on or before the deadline. Post-Event Follow-up Strategies Aft er your presentation is over, you will likely breathe a long sigh of relief. At this point, you are hopeful you made such a positive impression that you will receive phone calls and email inquiries into your services. Th is scenario is fairly unlikely Vol. 1 No. 5 Attorney at Law Magazine ® Greater Baltimore | 7

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