In one of his best sales guides, Philosophiæ Naturalis Principia Mathematica, legendary sales coach Sir Isaac Newton defined “inertia” as the endeavor of every body “to preserve its present state, whether it be of rest or of moving uniformly forward in a straight line.”
Translated to law firm sales terms, it’s difficult to get started with potentially productive sales activity such as reaching out to clients and prospective clients, finding out what happened to a client that once was vibrant but now is dormant, opening and contemplating a client’s personal or corporate LinkedIn site, sending an interesting and relevant article from this morning’s newspaper to a referral source, and so forth.
The good news is that while it’s hard to get started with sales activity, once started, it’s hard to stop. Why not make a commitment right now to take five sales actions this week? Please let me know if selling gets harder or easier once you are in motion.
