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How to win more business for your firm through improving your rainmaking skills.
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Rainmaking SkillsNon-manipulative skills for Zintro experts
Dr. John Brennan
Webinar Objectives
Apply Rainmaking strategies
and skills to develop new
business
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How Your ClientManages Consultant Relationships
Partner
Problem Solver
Preferred Supplier
Supplier
Unknown Bidder
3
Rainmaking Process
ProspectingQualifying
And Assessing
Preparing a Proposal
Presenting and Closing
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Sources of Prospects
REFERRALS
Your web site
Networking
Blog or newsletter
Webinars
Speaking
Directories
Cold calling5
Finding Prospects
Identify Top 10 prospects in your market
Ask for referrals
Use LinkedIn “Introduction” email
Objective: qualify them and get the
appointment
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Prospecting
Enter 100%
Pursue 30%
Close 70%
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Rainmaking Process
ProspectingQualifying
And Assessing
Preparing a Proposal
Presenting and Closing
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Rapport Building Techniques
Smile
State your meeting objective
Use your client’s name early and often
Use simple and familiar words
Make eye contact
Shake hands
Find areas of mutual interest
Be sensitive to client’s culture
Show genuine interest in your client
Be a real person, not a role.
Break the ice with laughter.
Be polite and respectful
Have a positive attitude
Avoid politics, religion or sex
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Research Prospect’s Background
Mission and strategy
Relevant department’s goals and key result areas
Current economic state
Major challenges/obstacles
Organization structure
Names, titles & phone numbers of key stakeholders
Their perceptions of your firm
Most pressing and immediate needs
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Qualifying
Qualifying your prospects means determining if they
are worth pursuing.
Qualified prospects are MAD (Money, Authority,
Desire)
Listening and Probing are key skills in qualifying
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Business Needs and Priorities
Make money/save money
Increase productivity/save time
Avoid Pain: VUCA
Create, enhance or re-engineer the
prospect’s vision
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Emotional Needs
Self Actualization
Recognition
Growth Opportunities
Inclusion
Roof over head, Food on the table
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Uncover Client Needs
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Benefits of Listening to Client Needs
They feel positively disposed towards you.
They will tell you all that you need to know to win
their confidence.
Shows respect and caring
Increases the clients’ expectations that you will
deliver a project that addresses their needs.
Perceived as a gift - of your time and attention
More likely to listen to you.
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Adjust your Attitude and Listen Better
Put yourself in your clients’ shoes
Focus your mind on what the client is saying.
Shut out distractions.
Listen for the whole story
Turn off your own worries
React to ideas … not the people … don’t argue mentally
Don’t allow your irritation at the client’s social style to distract you
Don’t jump to conclusions
Check your ego at the door16
Probing for Client Needs
Probe for:
Facts and feelings.
Gain or pain
Verbal and non-verbal communication
Hidden information
Use:
Open probes to get information
Closed probes to gain agreements
Follow-up probes to elaborate or clarify word choices, jargon, etc.
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Rainmaking Process
ProspectingQualifying
And Assessing
Preparing a Proposal
Presenting and Closing
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Value Proposition
Good value propositions promise to:
Quantify anticipated improvements
State the payback period—the return on investment (ROI)
Specify how results will be measured and tracked
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Differentiator
Compare features and benefits of your
approach against those of the competition
What differentiates you from the competition?
Why it is of value to your client.
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Clients Buy Benefits
Features
Advantage
Benefits
WIIFM
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Standard Presentation Format
Task Objectives Relationship
Objectives
Introduction Define problem
State meeting
objective as a benefit
Grab their attention
Establish rapport
Body Sell your solution
Key Point #1,
benefits, features,
proof and stories
Keep them engaged
Conclusion Summary Call for Action!
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Rainmaking Process
ProspectingQualifying
And Assessing
Preparing a Proposal
Presenting and Closing
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Elements of a Persuasive Presentation
Collaborate with your client on your presentation.
Open with a tailored value proposition
Differentiate your message
Link client’s business and emotional needs to your approach/solution
Show benefits of each step in your approach
Show “proof” that your approach works
Use color, visuals, and multi-media
Close with a request for action
Rehearse 7 times
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Managing Objections
1. Listen without getting defensive
2. Probe the objection
3. Confirm it’s the real objection
4. “Feel, Felt, Found”
5. Close
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Buying Signals
Asking for details of installation,
delivery, customer service
Objections
Touching your product/proposal
A change in body language
Shift from “you” to “us”
May occur anytime during the
call
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Gaining Client Agreements
Build up to the big “Yes”
Earn the right to ask the client to agree to
move ahead.
Create a sense of urgency and momentum
Drive presentation to a commitment to next
steps
Respond immediately to Buying Signals
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Summary
Rainmaking is a process of matching Client needs
and your benefits
Qualifying your prospects means determining if they
are worth pursuing.
Qualified prospects are MAD
Rapport building, listening and probing are key skills
in qualifying
Clients buy benefits
Objections are requests for information
Close when you see buying signals28
Contact Information
Dr. John Brennan
Interpersonal Development
Rochester, NY
1-585-230-5765
www.interpersonaldevelopment.com
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