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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