What do antiques have to do with law firm business development? Actually, there are many lessons to be learned when you walk one of the largest antique shows in the country, like the one I recently attended. While the visit fed my interest in all things antique, it also provided rich fodder for what works and what doesn’t when it comes to developing relationships that pave the way to new clients.
The importance of branding. The show underscored branding’s value when you consider that a signed piece, one with a brand, can often command 20 percent or more than the equivalent piece that doesn’t bear a signature or validated provenance. Buyers will pay a premium for an implicit promise that this is the genuine article.
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