Professionals Don't Hate Sales, They Hate Rejection

Attorneys don't like sales

"Professionals hate selling" is a myth.

What lawyers, CPAs, and Advisors hate is getting rejected. "Sales" aka arm-twisting implies a lot of rejection.

Good rainmakers don't turn every potential client into a paying client, yet they don't feel rejection.

The best relationship builders don't see building relationships as a numbers game. There's no wins and loses. Only wins.

They see each relationship as special and look for ways to add value. Sometimes the best way to add value to the other person is to become your client. The relationship enters a new phase. But it's the same relationship.

The trust and shared perspective hasn't changed.

The goal was never "to make them a client." The goal remains unchanged: finding ways to improve their business.

People like @marc hankin @amy mariani @chris m king @stephen Seckler understand the wisdom.

Some others will never understand. They see clients as an ATM (perform a task and get paid. Rinse and repeat.)

Everyone in between can learn and benefit from a fundamentally different approach to business development that produces better results while requiring less "effort." (You get to enjoy your work more too.)

There's no woo-woo involved. It's all based on common sense and backed by science.

If you've gone from "seller" to "relationship builder," what triggered the change for you?

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Actual Clients Say It Best

Nothing I do matters unless it improves your business

Kevin G. Long

Kevin Long

Employee Benefits Law Group
"So here's the bottom line. Hire Bruce. I did at our firm and we showed immediate results and it fundamentally changed how we market and who we market to."
Booby Robertson

Bobby Robertson

"Bruce exhibited a great ability to "dig in" to get a real understanding of our clients' needs / wants / perceptions that we missed with our traditional tactics."
Dick Woodrow

Bill Woodrow

"What immediately impressed me is Bruce’s ability to identify the key issues that win business for us.”
You earn more without working harder when you clone your Best Clients.
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