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May 01, 2013

Business development tip of the month: Follow up

There’s no way around it: business development takes time. To build new business, you must follow up, week after week, month after month, and year after year.  As Jeffrey Gitomer sums it up in The Sales Bible: “Most sales are made after the seventh no…It takes 5 to 10 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. This month’s tip was adapted from my book the Legal Business Development Quick Reference Guide.


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