How to Boost Your Bail Business Using Face-to-Face Networking

• March 23, 2010
• by Collateral Staff
• Business Tips
• Marketing

Looking someone in the eye as you enlighten them about the benefits of employing your bail agency is about as powerful a marketing tactic as you'll find. People have engaged in face-to-face networking for thousands of years for good reason. It gives the potential client an immediate idea of who you are and how much trust they can instill in your bail business.

One fundamental aspect of face-to-face networking is always being ready to seize opportunities. You never know when you're speaking with someone who will be arrested and need bail, or someone who has a loved one or client in jail. Ideally, you want these people to think of you when they find themselves in a situation that requires bail. Whenever you meet someone new, it doesn't hurt to be prepared with a pocket full of business cards, a professional attitude and a willingness to learn more about a stranger. Here are a few more tips about how to make the most of each networking encounter:

• Have a brief speech, or elevator pitch, prepared that summarizes your business and conveys the benefits of hiring your bail agency. A well-rehearsed elevator pitch emphasizes your professionalism and lets people know that you are a savvy bail professional.

• Practice the time-honored traditions of firm handshakes, good eye contact, repetition of the person's name and positive body language. These behaviors are often overlooked, but they can be the deciding factor in whether a person trusts you with their bail bond.

• Be sure to gather contact information from the person before parting ways. Follow up with a phone call or e-mail within a few days of your meeting to ensure that you are fresh in the person's mind. And after your initial contact, it never hurts to maintain regular communication in order to keep the business relationship interactive and productive. Being proactive about initiating regular contact and responding promptly to their communications is a good indicator that you are someone who does what you say you're going to do and gets things done within a specified timeline.

Networking opportunities present themselves in many forms - from industry-specific gatherings to chance meetings at the grocery store. Keep reading for a look at some potential live networking opportunities where you can quickly establish valuable business relationships.

Networking with criminal attorneys
Spend as much time as possible networking with local criminal attorneys. Recidivism is high among arrested persons, which means criminal attorneys are a rich source of ongoing, repeat business for your bail agency. Even if the criminal attorneys in your area already work with a preferred bail company, you can still build relationships and be there when the attorneys decide to look elsewhere for services.

Association events
State and national associations are probably your best way to make friends within the bail industry. Association events enable you to share the latest legislative news, technology tips, business advice and more with your peers. In addition to gaining useful information, you will meet bail agents who can offer assistance if you find yourself needing help with a bond in another state or county. One nice thing about association events is that they are structured to promote networking and most attendees are receptive to meeting others, so you can just relax and let the exchange of business cards flow. Also, many association events feature informal occasions such as parties, sports events or poker tournaments, which makes it easier to engage other bail professionals in a casual setting.

Community events
Gaining exposure within your community is a productive way to meet people who could someday require your services. If you set up a booth at the county fair, or perhaps sponsor a movie night in the park, it creates numerous chances to get out and interact with people, distribute business cards or give out merchandise branded with your business logo. When attending community events, be sure to always have something to hand out that has your business name, contact information and website address if you have one.

Political events/committees
At political events, you'll typically find yourself surrounded by other bail professionals who share your goals or views. You're all motivated to either propose or oppose legislation that will impact your state's bail industry and your own business. These events or committee meetings are your opportunity to make the rules and business environment in your area more bail-friendly. You will also occasionally get the chance to come face-to-face with the political figures who influence how the bail industry is regulated locally. Participating in political events or committees can provide some important connections as well as establish you as an influential figure in local politics.

Random situations
Last on the list are those times that you really can't plan or prepare for. These random meetings include airplane flights, sporting events, weddings and meetings on the street. Although you might not be in networking mode at the beginning of a chance encounter, you should always be prepared in order to turn these meetings into future bail business. Just remember that light-hearted small talk can leave people with a lasting impression that can lead to lucrative business connections.

Conclusion
The information presented in this article might seem like common sense, and chances are that you've been networking for years. But it's a skill that requires years of practice for some people, and a skill that you should continue to refine no matter how long you've been in the professional world. Here's to successful networking for you, and feel free to do a little networking with the staff from AboutBail.com the next time you see us at an industry event!