Business Development: Follow-up or Fall Down
Recently I celebrated a business development victory with a lawyer. I asked him what he thought was the most important ingredient in his success. “Persistence,” he replied. “I just kept following up.”
That’s where many of us fall down. We attend networking events, give speeches, join organizations, and do other things to be at the right place to meet prospective clients. We succeed in meeting what appear to be some good business prospects or good potential referral sources. Hooray! Now what do we do?