Case Studies: Sales Training
Always Give One More Thing
Problem...
Due to the crashing real estate and financing markets, a client's
practice dwindled to almost nothing.
Solution...
Instead of sitting on his hands and waiting for the phone to
ring, the adopted strategy was to make an extra effort to be visible. When
the turnaround occurred, he wanted to be the first lawyer the clients
thought of. He set lunches, meetings, update briefings, etc. It has
already yielded a new client who was willing to start a project now,
recognizing that by the time everything turns around, his future development
will be ready for approval.
