Rainmaker

How to be a Rainmaker in 2017

Rain·mak·er – An executive with exceptional ability to attract clients.

Many people believe that rainmakers have special talents.  In some cases that may be true but the skills needed to be a rainmaker are easily learned. 

Step 1 – Write a Marketing Plan

•          Who is my target market?  Be specific.  Define age, income level, industry…
•          What products or services will I provide? 
•          When should I market my business? 
•          Where shall I network?  Where will I advertise?  Where will I get published?
•          How will I get my name out to the public?

Step 2 – Know Your Competition

•          Locate your competition by expertise and/or geographic area
•          Determine what sets you apart from your competition and be prepared to exploit that difference
•         Which of your competitors is more successful than you?  Why?  What are they doing that you are not?  Learn from them. 
•          Form relationships with your competition.  Often competitors can become referral sources. 

Step 3 – Create Your Image

•          Dress for success
•          Get involved with the right organizations
•          Have the proper credentials
•          Evaluate the look and location of your business

Step 4 – Set Yourself Apart as an Expert

•          Lecture
•          Teach a class or seminar
•          Write an article or book
•          Get quoted

Step 5 – Develop an Internet Presence

•          Create a website
•          Participate in social media
•          Write a blog
•          Post your newsletter
•         Communicate with your clients, colleagues, vendors and prospects through regular email blasts

Step 6 – Network, Network, Network

•          Research the meeting you plan to attend.  Will the right people be in attendance?  Who do you want to speak to?
•          Don’t monopolize anyone’s time
•          Focus on the person you’re speaking with.  Don’t scan the room for your next target.
•          Be generous.  Be willing to give a lead before getting one. 
•          Follow up within 24 hours

Step 7 – Track Your Results

•          Create a referral file
•          Ask every person who calls, “How did you hear about us?”
•          Don’t waste your time on meetings, people, advertising, etc. that do not bring in results

Finally…

•          Be consistent
•          Learn from others
•          Update your marketing plan periodically
•          Market 365 days a year
•         Market everywhere you go
•          Make marketing a way of life
•          Have fun! 

Sandra G. Johnson, CPA

February 2017