In astrology, persistence is a noted characteristic of Capricorns whose sign is rising this month. Similarly, being persistent is an important part of business development. Combining this trait with a comment made by a rainmaker featured in Diversity and the Bar last year – “Never overlook anyone” – can create more opportunities for legal sales.


One of the most basic business development tactics is to “touch” your contacts and prospects two or three times per year. You can do this by picking up the phone, sending a hand-written note, crafting a personal email, sending an eblast, forwarding relevant articles, or even by inviting your contacts to events.


Staying in touch may not seem like it’s going to pay off, but it does. After 6 years of reaching out to a prospect, one of my clients was invited to speak at a national organization’s annual conference and to address more than 1,000 attendees. In this case, persistence paid off – and it can for you too. Stay connected with your clients, prospects, and leads and legal sales opportunities will abound.

This entry was posted on Wednesday, January 13th, 2010 at 6:59 am and is filed under Business Development. You can follow any responses to this entry through the RSS 2.0 feed. You can skip to the end and leave a response. Pinging is currently not allowed.