Wednesday, October 12, 2011

Winning the Business Development Battle Part 11: Purple Hearts

Alas, you are not going to win every business development battle. It can be daunting to put yourself out there in the field, face-to-face with Clients and prospects, who may either accept or reject your advances. While most of them will not be outright hostile, it's a fact that some of them are going to say ‘no.’ And when this happens, it can be tempting to retreat… to pull back and set up camp in your office, safely barricaded behind your desk. But that is the wrong battle strategy.

As confident as we attorneys appear, it’s really hard for most of us to take rejection. We take that ‘no’ very personally. Face it, most of us were not the ‘cool kids’ in high school. We were more likely to be the valedictorian or president of the Honor Society (guilty) than the captain of the football team or head cheerleader. And even though things turned out ok – sure, we’re successful professionals now – some of us still carry around that stigma from childhood. To some of us, a ‘no’ is more than just a ‘no’ – it’s puts us right back there in 10th grade being picked last for the team. 

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