The Early Bird Catches the Worm: Adapt Your Schedule to the Time Frame of Your Prospects and Clients

Be ready to get together with prospects on a moment’s notice. In other words, if a prospect calls you at the last minute and your schedule permits you to meet, do so!

One of the founders of a 50-year-old law firm told his young lawyers about how he acquired a client company during the firm’s first year in business:

The president of a small uniform company based in the suburbs contacted three law firms located in the heart of the city. He let them know that he was “shopping” for legal counsel.

The partners of the first two law firms asked this prospect to let them know when he would be downtown so they could meet him. The partner of the third firm, ...

Get Courting Business now with the O’Reilly learning platform.

O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.