A face-to-face ask is not 34% more effective than an email. It’s 34 times more effective. That’s Cornell research, and Ryan Grelecki of Bunnell Idea Group brought it up in the context of something transactional lawyers do every single day: close deals with other people in the room. Two out of every 100 email asks convert. 68 out of 100 in-person asks do. Which means if you’re wrapping up a deal and walking away without asking for the next meeting, the next call, the next step, you’re leaving the most powerful BD tool you have sitting on the table. “Pull out that device. ‘Would it be helpful to get a 15-minute call in two weeks?’ Do it right there.” Listen now: Ryan Grelecki, episode 349 of The Rainmaking Podcast. Apple Podcasts: https://apple.co/4hHwkpz YouTube: https://youtu.be/MIsxplvDHuU Listen here: https://therainmakingpodcast.beam.ly/listen-now Source: Scott Love