Client Development If You Want To Persuade

Developing the Next Generation of Rainmakers Client Development: If You Want to Persuade-Ask a Favor Have you ever persuaded someone by asking a favor? I am not suggesting asking for business, but there are other favors you can ask that will be very helpful. A few years ago I read Selling Power magazine article The Persuasion Principle: How to Use Robert Cialdini’s Scientific Research to Close More Sales.The article was based in part on the findings in Cialdini’s book: Yes!: 50 Scientifically Proven Ways to Be Persuasive. There was a short sidebar section with the following: Want to improve your relationship with anybody, anywhere? The key is simple-ask a favor. Cialdini says it may seem counterintuitive, but research shows that the fastest way to get clients to like you is not to help them…but rather to ask them to help you. I have actually used this approach several times. Here are a few examples: I have a favor to ask: What would senior associates or junior partners in your law firm most want to learn and implement in their client development efforts? What favors are you asking your clients, potential clients and friends? I practiced law for 37 years developing a national construction law practice representing some of the top highway and transportation construction contractors in the US.