Why market?
Everywhere I go, professionals ask, “Why do we have to market now? We have more business coming through the door than we can handle. Our phones are ringing off the hook.” Why would you want to motivate your friends and employees to help you build your business if you’re already busy?
What smart people say:
This is what I was made aware of by a friend of many of America’s leading CPAs and law firms.
“Now is the best time to train future owners of our company. This practice is growing. We have the cash flow to invest in marketing and training.”
“In due time, we must be very selective for a new client we take on. We must restrain ourselves to accept only the cream of the crop from the caller.”
“In due time, we are able to service customers outside of some low-end and adding more profitable and enjoyable subscribers to work with.”
“In good times and staff shortages, some of our competitors don’t provide the best customer service. Most customers can be persuaded to come try us.”
What do the Smart and Associates staff say?
“By learning how to market, I can have more control over whether to partner or not.”
“If I only lived in the ‘back room’ and worked, I will be one-dimensional as a professional and not fully contributing to the company.”
“The easiest way to get to do the kind of work I did, not the kind I was given, is to build your own work. Also, I like to think that certain clients are me.” “
“As a staff, your own job security and my bonus is better if I work for a good professional.”
“It’s more interesting here when there are new customers with new problems, not the same old ones.”
“If I make myself more valuable in building customer relationships and dealing with my routine, I feel better about myself and get more recognition and reward.”
Are you the Top Rainmaker?
According to a Harvard Business School study, the best rainmakers in the professional corporation have certain characteristics. Most characteristics are the result of learning, rather than genetics. Professionals who can make it rain. If you can learn, practice and focus on improving your sales performance, you can make Rainmaker a. Rate yourself and ask your friends to rate themselves on the following six features. Carrying out an improvement program in which there may be drawbacks.
Willingness to take the time to build likes and trust
Merchants do business with people they like and trust. They won’t do business with you if they don’t like you, guess how much of your professionalism. If you don’t want to meet with your prospects, your prospects won’t have the opportunity to build likes with you. And, even if you are honest to the core, the ambiguity of communication, uncertainty or reluctance to take positions that do not demand did not give birth.
Acceptance Obligations Results
Too many people are using variations of the old phrase, “The dog ate my homework.” The best rainmakers take full responsibility for the results. If you can’t win new accounts, don’t blame the economy or your partner. Conversely, when you don’t meet with success, work hard to turn negative on your strengths and then.
Determination and ideals above average
The Harvard study concluded that self-discipline is important for the salesperson to be successful. Everywhere, people who have the determination to master the knowledge required to pass the CPA or bar exam have been so self-disciplined and ideal. It’s not about how the best salespeople are tempted to despair, they continue towards the goal.
Orientation Fierce Targets
For you to be a Rainmaker, you must have this purpose in the life of your business.
Ability to approach strangers
All providers have some level of call reluctance. But the best rainmakers train to deal with moths and get out of the office and meet people.
High levels of empathy
So that you can put yourself in the shoes of your customers, imagine their needs and concerns, and then the appropriate response, you will only be a minor league Rainmaker.
Now ask yourself: How do I qualify as a Rainmaker A? What should I do to improve my sales?
Conclusion:
Follow the example of the leaders of our profession and develop your personal marketing skills. When you become a professional who also knows how to market, you will be the master of your destiny.