Business development tip of the month: Don’t stop
When lawyers first make a serious commitment to business development, many get discouraged if they don’t see results right away. But it takes time to build relationships and new business. According to Jeffrey Gitomer’s Sales Bible (p. 197): “Most sales are made after the seventh no…It takes five to ten exposures (follow ups) to a prospect to make the first sale…[so] you’d better have what it takes to persevere through the follow-up process and not quit.”
The first Wednesday of every month is devoted to a very short and simple tip like this to help lawyers increase efficiency, provide greater value to their clients and/or develop new business.