By Jon Michail
Every company needs one, but not every company has one. Maybe you already have a rainmaker but you didn’t know that’s what your go-getter is. You know – the one who’s your top operator!
If you’ve got one, treat them right. In a slow growth sector, they’re the key to your company’s success. They’re driven to succeed, they get results, and their impact means they succeed in areas where others have hardly set foot.
Better yet, become your own rainmaker. There are a few key indicators that separate the rainmakers from the herd, and as you succeed with them, the results will set you head and shoulders above the others.
Work Smart. There are no lazy rainmakers. Even if you weren’t the brightest of your bunch at school, the longer your (productive) hours on the job, the better the payback.
Build relationships and get involved. If you want your clients to see you as the best in your field, one way to do it is get involved in your industry organisations. Find out what the issues are, and set the trends. A top rainmaker is authentic, intentional and excels at building trusted relationships with clients and new prospects. They are champions of enrolment. They build business growth and become trusted advisors because they keep their promises.
Be generous with your favours. Look after people, whether they’re yours or someone else’s. You’ll reap the rewards later, in terms contacts, referrals and contracts. Something as inconsequential as an introduction can pay big dividends. Take the time to learn about your clients’ family, friends and contacts, and build a network of relationships. Make it your mantra to focus on the person rather than the sale. Then the rest will follow.
Be decisive. Don’t waste time over-thinking the decisions. If it wasn’t the right one, change it and move right along. Think of the big picture. Don’t let the lure of short-term gains obscure the long-term decisions. The cyclic nature of business means you must work smart for the client over the entirety of your business relationship, not just the initial short-term glow.
Stack your team with the best. Ensure that the members of your team are at the top of their game, and lead them by example. Recruit people who will bring new ideas and methods into the company. Your loyalty to your workforce will be paid back a hundred-fold. Listen to what they’re saying and change the things that are proving difficult for them. Find your own top-rate role models and aspire to their standards. That way, your clients will be motivated to keep coming back
Help your company towards new ventures. As a rainmaker, you can market new products and services in ways that the average ‘everyday’ salesman can’t. Because of your expertise and experience, you can cultivate business relationships over a wide range of new and established markets and companies.
Follow up. Instead of the salesman’s hard sell, take a more consultative approach and build up those all-important relationships. A rainmaker is constantly in contact with clients and available to smooth the way if the deal starts to look a little rocky. Just be there.
Get mentoring. Like all great athletes, rainmakers also need coaching to exceed. Pick your mentor and coach wisely, they can be the secret ingredient to your results.
There are no quick ways to become a rainmaker. It takes time and determination. Avoid any focus on any setbacks – if you don’t have any, you’re not working hard enough.
Jon Michail is Group CEO of Image Group International, an award winning author and recognised as Australasia’s No 1 image coach. Image Group International supports executives, entrepreneurs and their organisations to become iconic and monetised leadership brands.
He is a regular commentator in international media organsations ABC, CNN, NBC, Harvard Business Review, Entrepreneur, Success, The Financial Review and Vogue.