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Are you a "Rainmaker"

By: Jonathan Klein

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A “Rainmaker is defined as an executive who has the exceptional ability to attract clients, are you a “Rainmaker? Think deeply about this question. Can you deliver the rain when you need it? Are people attracted to you or do you find it difficult to bring business in?

Being a “Rainmaker” doesn’t mean you have to be loud, obnoxious and some glad-handing politico who’s the life of the party. In fact, truth be told these types of individuals are typically tolerated, but rarely are they admired. You can be a “Rainmaker” by putting yourself in the right places and of course the correct frame of mind.

Let’s first discuss the right places. Where do your clients and potential referral partners congregate? Are you there and there consistently? Are you a member and supporter of your client’s associations and charities? Be involved in what’s important to your clients, and eventually you’ll be noticed. Involve yourself with your local chamber of commerce, Rotary, Kiwanis, Veterans Lodge, Toastmasters and a charity of your choice and forge the reputation as a community leader. People want to do business with those they consider chieftains in their marketplace.

As it relates to having the proper frame of mind it’s imperative that you be prepared to serve others first. Service to those around them is how “Rainmakers” establish themselves as “Trusted Advisors”. They are willing to give without consideration to immediate self gratification, but this is not to be confused with them being pushovers. They know when to say no when the other person is one, they could never trust.

“Rainmakers” know to dollarize their offering to their clients. Dollarization is actually defined by a country substituting its currency for US dollars, but as it relates to sales, we define dollarization as the substitution of our features and benefits with an actual dollar net benefit to the client and one that the client recognizes. When you dollarize your offering you reduce your client’s skepticism about those features that your service or product has that can’t be dollarized.

Becoming a “Rainmaker” is no easy task, but if you use the rule of 5 you can accomplish anything you put your mind to. The Rule of 5 simply states that if you do the same 5 things every day you will eventually reach your goal. One example is a logger’s attempt to bring down a huge tree. If he would take 5 swings at it every day eventually he would bring the tree to the ground! Choose your 5 swings and hit your goal!

In my next article, I will discuss the Principle of Integrity. Until then consider joining my weekly coaching calls by registering with this link. https://www2.gotomeeting.com/register/633060643

Article Source: http://depositarticles.com/

Jonathan Klein is a Sales expert with 25 years experience in B2B and consumer driven sales along with management and training of sales forces. In his first book "The Path To Just Being Nice" Jonathan demonstrates that nice is not just a strategy, but rather has actual processes that if you practice you can increase your "Nice Quotient" and the quality of your life. Jonathan likes to say that "Nice is one of the only renewable resources that when practiced can go on in others for ever." Reach

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