Читать книгу How to Win Client Business When You Don't Know Where to Start - Tom McMakin, Doug Fletcher - Страница 15

If I could go back in time to have a beer with my younger self, these five skills are things that I wish I had known. In my experience and observations over the past 25 years, these are the important skills that successful rainmakers practice that differentiate themselves from the rest of the pack to have long‐term success at consistently winning new client business.

I say “consistently” because we can all get lucky from time to time. Winning one new client can be attributed to good fortune – being in the right place at the right time or being on the receiving end of a highly desperate situation. But long‐term, we don't want to leave our success to chance. Therefore, we need to learn to practice these rainmaker skills.

The good news is these skills aren't rocket science. While they may seem at first like a sorcerer's bag of tricks, they are not magic. Rather, they are practical skills based upon sound principles of consumer behavior and marketing strategy with a healthy dose of practice, hard work, and trial and error. Let's unpack these five skills at a high level. (See Figure 1.1.) We'll dive into them in much more detail in future chapters.

FIGURE 1.1 The Five Rainmaker Skills