So, you want to be a rainmaker? Doesn’t everyone in sales? While rainmakers make it look easy, it is not. Rainmakerdom does not come without laying solid groundwork and building trust and relationships. Sometimes this groundwork is many years in the making. Below are solid tips to consider in your hunt for the coveted title of rainmaker:
1. Toughen up. Sales is not for the faint of heart. Rejection must slide off you like Teflon. You must go back to those naysayers without fear and ask for their business yet again.
2. Follow up. If you say you will send information, a proposal, an invitation to dinner—don’t put it off, just get it done.
3. Listen. When it is your turn to speak, ask good questions.
4. Own the room and lead with conviction. By being the most fluent expert on the topic, you will gain followers on Facebook, LinkedIn, Twitter and from your Rolodex.
5. Be brave. Don’t be afraid to think big and go for big opportunities.
6. Be humble. Always know you have room to grow and change.
7. Check in. Keep a schedule and regularly touch base with your clients. Company goals and needs change, and the only way to be top-of-mind is through open communication.
8. Dress for success. It shows respect and care.
9. Own your mistakes. Make them right as quickly as you can and as best you can.
10. Network. Be a recognizable face in your marketplace that, over time, is a trusted source.
11. Don’t take your clients for granted. Cherish them and the trust they have instilled in you and your organization.
Bonus tip: In sales, we often forget to commit a set amount of time to new business development, and we rely too heavily on the business of today. Rainmakers are juggling all of the above, while also constantly tending to tomorrow. New business is critical to growth and long-term success. Sometimes, sales teams get complacent, or fearful of failure or rejection. Like going to the gym for that 30 minutes of cardio, schedule some time to work on new business and new relationships, and the rain will start pouring down.