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The power of persistence

Thursday, March 26, 2015 @ 8:00 PM | By Geoff Kirbyson

If at first you don’t succeed, try again. And again. And again. And then maybe try a few more times.

Rejection comes with the territory for anybody involved in sales, and that includes lawyers trying to build their client bases. Experts agree that how well you prepare for your first meeting — while laying the groundwork for the second, 10th or 20th — will go a long way in determining how many people will ultimately want to work with you.

Perhaps the first thing you have...