by Ben Paul
Most firms I’ve worked with or for, tend to have one or two people whom others look to with amazement and respect, as those who can ‘build relationships and win work’. Typically called rainmakers, these individuals seem to have an innate gift to be able to develop and win work for themselves and the firms they work in. Often, others look to them for help and advice, but in many cases it is not always that helpful. I’ve heard phrases like “just do what I do” or “all you need to do is be proactive, go out and meet people and the work will come.”
This lack of useful or practical advice isn’t necessarily due to the rainmaker not caring, or trying to be difficult or protect the secrets of their success. It is most likely because this has become second nature to them, it is almost impossible for them to point to what it is they do, that can be taught and learnt. In many ways they are what we would term as “unconsciously competent” – that i [...]
Post by Ben Paul, Director – New Zealand
I need to talk about my stuff!
I’ve noticed a growing trend across many salespeople and professionals, the desire to talk about what it is we do and what we offer. Deep down, we all know that this is probably something of a conversation killer. Things may have been going along very well and then suddenly, the client or target, is subjected to the big sales pitch moment. Then the person you’re meeting is most likely polite, may even say thank you, that sounds interesting and perhaps even “why don’t you send me a proposal on that?”
If that sounds like your typical meeting or even a successful meeting outcome to you, be warned it isn’t. It is most likely that the client has asked for the proposal to store on file, or as a polite way to end the meeting (see this post on the dangers of jumping to your solut [...]