By Cherie Hebert
A review of How to Become a Rainmake: The Rules for Getting and Keeping Customers and Clients by Jeffery J. Fox
The Rainmaker is the person in each organization who cultivates customer and client relationships, bringing in the big clients and the big money. Operating under many titles — owner, partner, sales rep, CEO, agent, development director, fund-raiser — the Rainmaker knows how to build the relationships that build business.
And nobody seems to be better at talking about his gift as a rainmaker than author, Jeffery J. Fox. His book, How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients, is a collection of sales and marketing stories packed with smart tips about how to succeed with any customer.
A standout section for me was:
Ten Things to Do Today to Get Business
- Send a handwritten note.
- Clip and send an article of interest.
- Talk to a satisfied client and ask them who else you may help.
- Send a thank-you gift to someone who referred you.
- Give your business card to someone with influence.
- Send a letter to the editor of a magazine your customers read.
- Add fifteen people to your mailing list.
- Leave compelling voice mail.
- Make an appointment.
- Call a client you haven’t talked to in two years.
Jeff Fox says that rainmakers do something every day to help their company get new business. I can really appreciate this. Broken down into ten simple tactics, it’s easy to see how incorporating one of these items into your day, each and every day, would have a profound effect on your business and grow customer relationships over time.