Читать книгу How to Win Client Business When You Don't Know Where to Start - Tom McMakin, Doug Fletcher - Страница 47

These seven client pathways represent the most common ways in which we land our client business. Each client journey may be as unique as a snowflake, but they often share many similarities.

Hopefully you're beginning to connect the dots between the client's buying decision journey and the five rainmaker skills. Laying this foundation of consumer behavior and human psychology helps to better understand why the rainmaker skills are so effective.

Now that we're armed with an understanding of how clients buy and where clients come from, it's time to roll up our sleeves and learn the five rainmaker skills. Before we do, there's one last topic we need to discuss. This is the last thing we need to cover before learning the rainmaker skills – I promise.

What if we don't want to sell our services? What if we self‐identify as an introvert? Aren't all rainmakers highly sociable extroverts? The short answer is no. My experiences and those of many other highly skilled rainmakers indicate that there are many ways to win client business; unique approaches tailored to our own strengths and preferences. Let's squash this myth of the extroverted rainmaker before we go any further. If we're to become successful at winning client business, we have to first understand that there is no one right way.