A Better Way to Generate New Client Leads: The Zoom Roundtable

In the early months of the pandemic, many lawyers were especially attentive to their key clients and referral sources, recognizing the importance of checking in. Firms reassured their clients that business would continue on without interruption, emails were exchanged to offer support to anyone who might need it, and Zoom calls were scheduled to connect in virtual happy hours.

There’s a natural tendency to lose this momentum over time, so the challenge becomes finding sustainable practices for maintaining those professional relationships as the risks of in-person meetings remain high.

When the demands of personal life have risen for many, especially those with school-aged children, and Zoom fatigue is setting in, it is increasingly important to find a way to continue connecting with potential clients and referral sources.

Fortunately, there is an effective alternative. Rather than dedicate an enormous amount of time to one-on-one calls, you can strategically select anywhere from three to eight people to catch up with at once. In addition to majorly cutting down on the burden these networking activities have on your schedule, this will allow you to offer great business development opportunities to your contacts.

Seven Tips for Running a Successful Zoom Roundtable

1. Your selection of invitees is the most important aspect of this process, so make sure you are giving plenty of thought to its business purpose for your work and how you can create value for the others involved.
2. Choose each group of people (start with three or four people) so that it makes sense for them to meet one another. For instance, you could organize a meeting around a particular clientele served by each attendee in a different way.
3. Consider having a co-host to share your networking duties.
4. As the host, you should send out information a day or two ahead that gives some background on who is going to be there.
5. Have attendees bring their calendars so you can schedule the next roundtable at the end of the call.
6. Imagine that lots of other people will be hosting similar remote get-togethers, so limit the call to an hour or so.
7. Ask your first group whom they know that would fit well and consider making it a recurring event with rotating combinations of people. You could have, say, twenty members with eight people meeting at a given time.

As we continue settling into this prolonged period of remote social life, these small groups represent one of the most efficient and effective paths under the present circumstances to generate leads and attract new clients.