Читать книгу How to Win Client Business When You Don't Know Where to Start - Tom McMakin, Doug Fletcher - Страница 21

In this book we'll learn the five rainmaker skills and improve our success at winning new client business. We'll examine approaches that others have found success with. And you'll be able to pick and choose from these examples to find an approach that best fits your interests and strengths.

But I'm getting ahead of myself. Let's step back and first take a closer look at the client's buying decision journey. Understanding how clients buy is the consumer behavior piece of this rainmaker puzzle. Rainmakers have a keen sense of how clients think and what they need to feel comfortable in choosing to work with us. Understanding the clients buying decision journey is the first step in becoming more successful as a rainmaker.