No matter how many times Spider-Man was knocked down, captured, delayed, or rejected, he found a way to get through the situation and to win the fight.


Maximizing Rejection is an extension of this lesson – one that this business development consultant emphasizes to clients. Just because your proposal is not the one chosen doesn’t mean that you don’t still have a future prospect.


Instead of giving up when you don’t close the sale, try the following:

• Analyze your process to determine the reasons why your law sales effort was less than successful. Learn from this experience and use the knowledge you gain the next time that you’re making a pitch.
• Follow up with the prospect after 3-6 months have passed. Asking how the engagement is going will let them know you still want to work with them, and that you’re interested in keeping in touch.

Regular contact helps improve your chances of being retained in the future. Don’t give up: remember, Spidey eventually got his man – and you can close more business if you follow his lead, and continue to pursue your prospects.

This entry was posted on Thursday, October 8th, 2009 at 9:55 am and is filed under Closing Skills. You can follow any responses to this entry through the RSS 2.0 feed. Both comments and pings are currently closed.