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Law Firm Marketing and Business Development

Sales Speak: Selling in Times of Uncertainty

The natural instinct during times of chaos is to move into a place of scarcity. The single best gift you can offer clients is courage and confidence about the path forward.


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Two days before the World Health Organization declared Coronavirus a pandemic, I conducted a business development session with a new client. As you might imagine, the impact of the crisis was top of mind. Clients had been calling nonstop asking whether they should put important projects on hold. My clients were concerned that panic was going to shutter the doors and bring business to a halt. They wanted to know what to do about it.