Think You Will Never be a Rainmaker? Don’t Despair

Source: Rain Today

Rainmakers are made, not born. You don’t have to be a super salesman. Sometimes an experience or event can transform someone into a rainmaker. Here are some examples:

• In an effort to sell newspaper subscriptions, a 10-year-old went door to door for three hours and got no customers. His mother suggested trying once more. People at the next three houses all became subscribers. Lesson: It’s all in the numbers.
• An architect was playing golf with a representative from a company he’d been trying to land without success. That day he got the client and realized that clients choose firms with which they feel comfortable. Previously he’d sold his technical skills. This day he established a relationship.
• A professional was having no success in obtaining new clients. She finally met with an existing client and explained her problem and asked for advice. The client responded that he could personally introduce her to many leading business people in the community. He hadn’t known that would be helpful to her. All he asked was to be reminded periodically. Clients are usually open to being asked for referrals.
• A professional arranged a lunch with two friends. They got along well and established a business relationship. Because of their appreciation, they began sending him referrals. He realized that instead of selling his services directly he could succeed by doing things for other people.
• A professional called on a prospect who complained that her insurance agent wasn’t returning her calls. The professional, knowing the company, called on her behalf and learned the agent had left the company, though his voicemail was still connected. The professional got the agent’s replacement to call the client. The professional then called the prospect and explained the problem. The prospect had mentioned the problem to her existing professional and noted that he hadn’t offered to help. The professional had an epiphany about rainmaking.

Rainmaking is about:

• Numbers—you won’t succeed every time.
• Giving, not taking—helping people and establishing relationships will get you new clients.
• Asking—people will help you if they know what you need.

From Rain Today, www.raintoday.com. For the complete article click here.