Let Your Goals Inspire You
Your Rainmaker Strategy starts with achievement and letting your goals inspire you. You can frame it anyway that works for you:
- Clients. Revenues. Margins. Profits.
- Contacts. Appointments. Applications. Approvals.
- Impressions. Clicks. Conversions. Customers.
But start with this goal: how many people can you impact?
It’s a shift in mindset. People are not just a number.
People are human beings with wants, needs, desires and fears … just like you.
How many can you help get what they want … and how many can you take away their pain?
The late Zig Ziglar said it best:
Nobody cares how much you know, until they know how much you care.
Zig made it rain new clients – by caring about people. You can too!
Get Your Message Right
If you have ever attended a networking meeting of any kind, you’ve listened to countless 30 second, 60 second and longer elevator speeches.
Most of the time it’s a painful ride up and down the elevator. One by one, each person talks about themselves.
By the time they are done water boarding you, you feel you’ve been in a Charlie Brown cartoon – blah, blah, blah and more blah!
Every now and then, someone breaks the pattern. Our friend Mitch Axelrod, author the The New Game of Selling, breaks people’s preoccupation with themselves like this:
Hi, I’m Mitch. I’m in the Transportation business. I get people from
where they are to where they want to be. Where do you want to go?
Mitch is a Rainmaker. His message is about the people he serves, not himself. He’s invested the time to get his message right.
At Kolikoff, we’re in the transportation business too in shaping your Rainmaker Strategy. Where do want your message to take you?
Work Your Lists
How many lists are you juggling today? Your prospect list, your call list, your email list, your client list, your grocery list, your bucket list. Of course you have your “to do” list. Don’t you need “to do” those other lists?
There are so many online tools available to manage your lists. You need to pick one, learn it and use it.
But here’s the most important list – your people list. You might call it a contact list, but when was the last time you did that with most of your contacts?
The world’s greatest car salesman is Joe Girard. Joe didn’t have a contact list. Joe had a people list.
Each and every month for decades, Joe contacted tens of thousands of people on his list with often just a simple message:
I’m so grateful I know you.
Joe personalized each message with something about the person as well, but every person on Joe’s list knew they would get a card in the mail from Joe, every single month. Joe really cared about people.
When it was time to buy a new car, who did they think about? Joe Girard – the Rainmaker.
Joe worked his people list as a top priority in his Rainmaker Strategy. How about you?
It’s All Social
Not so long ago, Rainmakers worked their social network. They hobnobbed with college alumni, huddled on the 19th hole at the golf club and networked at Chamber of Commerce and Trade Association events.
Next, networking groups were all the rage. Rainmakers and others attended weekly meetings and offered referrals to each other. Here, take my Rolodex. (A Rolodex is an artifact from way back in the 20th century)
But as we turned the corner into the 21st century, social media has taken over the world of connecting people. Facebook, LinkedIn and hundreds (thousands?) of platforms have closed the gap of six degrees of separation often to one or two clicks of your mouse or swipes on your phone. Go Shapr! (App only!)
But is more people faster actually better? Each and every one of your 25,000+ BFF’s may be a click away, but how many do you really know and how many know you?
Rainmakers slow it down. They go deeper. They find the path to make real connections. Not with everyone, of course, but they work hard to find meaning in every relationship possible.
It wasn’t so long ago that we knew every one at the golf club, including their spouse, children and pets. Rainmakers work at today’s ludicrous speed, but they also live in the good old days too.
You can make it rain new clients with this Rainmaker Strategy. But you might want to start connecting with some people rather than settling for connecting with their profiles.
You’ve invested the time to make a connection with a person who appears to be either a great prospect or referral partner. You’ve met for coffee or an online meeting and had a great discussion.
What happens next? Far too often, little or nothing. Unless they are ready to “buy now” or refer someone to you immediately, your investment in connecting and meeting with the person is quickly forgotten.
Let’s change the setting to make this point. You meet to have coffee for a first date.
It was great – sparks were flying! But then both of you brood over why you haven’t yet chosen names for your children. No follow-up means no relationship …. and no names for your children.
Back to business, no follow-up means no relationship. No follow-up means no referrals. No follow-up means no new clients.
Rainmakers don’t work that way. They know they have to court the person. They no they have to go the extra mile. They know they have to follow-up immediately and then follow-up again, frequently.
Rainmakers follow-up with a different focus. It isn’t all about them and often isn’t about them at all. They focus on being of service to the other person, not themselves.
You can make it rain new clients. Your Rainmaker Strategy just has to include lots of follow-up.
Managing Rainmaker Time
OK, this one is going to be edgy. Pull up your adult pants.
The next time you feel you need to say to someone, “I don’t have time,” finish the sentence. Now you have to say, “I don’t have time … for you.”
Ouch! We all have time. In fact, we all have the exact same amount of time – 24 hours a day, 168 hours a week, 8,736 hours each year.
The only question is how we choose to spend our time. Of course you are the decision maker when it comes to your time.
Rainmakers choose to manage their time. They allocate time for what’s important to them in their life – family, exercise, rest, social and spiritual activities.
They also choose to schedule enough time to make it rain new clients. Time to connect with people. Time to meet with them. Time to get to know them. Time to follow-up.
Take the time to manage your time. That’s what Rainmakers do in executing their Rainmaker Strategy.
By the Numbers
This rainmaker strategy is so simple, it is amazing how few people do it. Inspect what you expect.
Know your numbers. Keep score. Measure your vital factors. Track your key performance indicators.
It’s not just results numbers – clients, revenue, profits – that you measure.
You also need to measure your activity and learn your ratios:
- How many contacts this day, week, month, quarter, year?
- How many appointments this day, week, month, quarter, year?
- How many follow-ups this day, week, month, quarter, year?
- How many conversions this day, week, month, quarter, year?
- How many referrals received this day, week, month, quarter, year?
You’ll also want to set goals for each of your metrics and measure your performance vs. your goals.
But the most important measure is how many new referrals shared this day, week, month, quarter, year?
That’s the leading indicator for Rainmakers executing their Rainmaker Strategy.
Because they know focusing on serving other people will come back to them many times.
How well are you managing your activity by the numbers?
Hold Yourself Accountable
What is accountability in your Rainmaker Strategy? It’s really only three things:
- Making promises, in writing, to accomplish certain measurable activities and results.
- Fulfilling those promises to the best of your abilities. Going above and beyond when possible.
- Looking in the mirror on a regular basis and taking action on things you can improve on.
That’s really all accountability is about – keep your promises to do what you say you will do.
What if the only person who can hold you accountable is yourself? Will you have the discipline to stay the course.
Many people struggle with accountability in their businesses and for themselves.
Rainmakers even struggle with accountability. They know how important it is, so many Rainmakers have a Coach or Mentor to keep them accountable to their promises.
Who’s holding you accountable to keep your promises?