Archive for the ‘Rainmaker’ Category

Are You A Rich Hillbilly?

Wednesday, July 21st, 2010

I was having lunch recently with a friend of mine, who has been in practice for a number of years and he was complaining that his business was way off and that he was having trouble getting new Clients. I listened while he rattled off a number of reasons, including the economy, as why he thought his business was off. After he was finished, I simply asked this question. “Were the Beverly Hillbillies rich before or after Jed fired that fateful shot that caused the oil to spring up?” (If you are reading this and you do not know who the Beverly Hillbillies were then ask your parents.)

After I asked that question, he looked at me like I had gone crazy and that I really hadn’t listened to his rant about not having that much new business. I simply looked at him and asked him for his answer. He thought for what seemed liked hours and finally said they were rich before and after Jed fired that shot.

You know what? He was exactly right.

How many of you thought the same way—that they were rich before and after?

In Texas they call oil “black gold” and Jed was virtually sitting on a Gold Mine, he was rich and he didn’t realize it. You too may be sitting on a Gold Mine and may not even realize it.

If you have been in business for any length of time, you have built up a client base this is your “GOLD MINE.” I think that you will agree with me that it is much easier to talk with a former client than to try and convince someone new to start using your services.

So my question to you is this, when was the last time you contacted a Client that has used your services in the past? If you are like many professionals I know, I am sure that it has been quite some time. You already have satisfied Clients out there who KNOW, LIKE and TRUST you, yet you are not benefitting from all the hard work and expense you have gone to get them.

How many times have you thought? I can’t understand why my Clients don’t call me? My question to you is when was the last time you contacted them?

Next: I will write about ways that you can reestablish contact with your former Clients.

Rainmaking Made Simple

Monday, July 12th, 2010

James E. Thompson, JD

American Indian lore has always exalted the “Rainmaker” The Rainmaker is the one who would always use his magical powers to bring the rain that was needed to grow the crops that were needed to feed the tribe. Without the powers of the rainmaker the members of the tribe would not have any food and would weaken and die.

So it is with today’s Rainmaker, this is the person or persons who use their “magical powers” to bring the revenue to an organization so that it does not weaken and die.

The term “Rainmaker” is more commonly used in professional services such as legal, accounting consulting, and those professionals who have worked in large Law Firms, Accounting Firms, etc. are all aware of what a Rainmakers is and what he or she does. He or she is the one or two people in an organization, whose responsibility it is to bring in the Clients. Often these are the most highly compensated individuals, the ones with the large, well-appointed offices for after all they may need to meet a Client in their office and they are usually the ones that probably have not practiced their profession in years, if they ever have.

If you are fortunate enough to be in a large firm, you really have no need to be reading this as chances are you are never going to be the one who has to bring in the Clients, that is unless of course, you want to make partner by showing the Partners that you can also bring in business.

If on the other hand you are a professional who has been displaced by the economy and have had to set up your own practice, either by yourself or with a couple of others who may have been displaced along with you, then I hope what I will be writing about in the coming weeks will hold some benefit for you.

More importantly, if you are a solo practitioner, you need to be the “Rainmaker”—the one that has to bring in more clients to grow your practice or in some cases just to maintain it. I hope that you too will find a lot of benefit here in the coming weeks.

I will be updating this on Tuesdays and Fridays of each week and I hope that what I write will benefit you in your practice. I will keep them short and sometimes they may even be funny, yes, marketing can be fun, but most of all I hope that you will be able to turn these thoughts, hints or whatever they might be into ways build you practice.

I would also encourage your comments and again if you have any thoughts or suggestions on getting clients, please feel free to add them.

When was the last time you heard this? “I’m So Glad You Called!”

Thursday, July 8th, 2010

James E. Thompson, JD

Just why don’t we hear this more often, could it be that we just don’t make a follow-up  call in the first place?  Why is it that most of us have a tendency to not make the follow up calls. I believe that for the most part we have this feeling deep down that we are going to be bothering the person.  Because of this, we do not make the calls and we lose the sale We may even lose someone who could have been a very good long term client.

I bring this up because I was recently speaking with  a women who is in one of my programs and she related what had happened to her and I wanted to share this with you.

As we were talking about following up with potential clients she told me how she had made a call to a prospect, that she has not talked to in a couple of months, and the prospect  told her  “ I am so glad you called, I have been meaning to call you and I just have not gotten around to it. When can we get together“  If she had not made that call she would never have gotten one of the biggest sales of her career.

Simply put you just cannot sit around waiting for the client or customer to call you, because it just isn’t going to happen. If you don’t believe it, just think about a product or service you want or need, but have for one reason or another put off calling the sales person back.

So why is  it that knowing this we still do not call.

Does this sound like you?

I  would prefer to do anything but make marketing calls and some of your reasons might be:

  • fear of being rejected
  • not wanting to bother people
  • not knowing what to say

So to avoid these feelings, your marketing action plan includes all sorts of tactics that you hope will inspire a prospects to call you instead of you calling them.

Unfortunately, with this approach, you inadvertently put the future of your business into the hands of your prospects. You will send emails until the cows come home or post blog entries to your heart’s content, but ask yourself, do you plan to follow up with a call, and all the reasons why not come tumbling out.

Everyone is busy, even the people who want to hear from you.

Anyone who would truly benefit from hiring you, and is the kind of person you want to work with, is someone worth contacting. It’s not your place to decide that they don’t want to hear from you or are too busy to talk. Practically everyone is busy. When you take the time to make a call, the person who has thought about contacting you is relieved that you took the action, not annoyed by it. If he or she can’t actually talk when you call, make a later appointment that works for both of you. Voila! Done. On to the next call.

You do not need to be that script-reading telemarketer you don’t enjoy hearing from. You get to be just the kind of salesperson you’d like to hear from: polite, interested, respectful, professional, intentional, and focused. And, by no means do you need to have the perfect script. Just keep your attention on the person on the other end of the line, stick to business, and act appropriately.


Try this experiment to find out what happens when you contact people you’d like to work with:

  • Gather any stacks of cards or leads sitting around your office, or do some new research to identify likely prospects in your target market.
  • Make a list of those who you think you’d like to work with, and of those with whom you might want to exchange referrals.
  • Write out a short call script, and a template for a follow-up call that you can modify with some personal touches.
  • Contact 2-3 of these people per day for the next 2 weeks. Send your follow-up emails and make notes about what happens.