Definition: A Rainmaker creates a significant amount of new business for a company. The Sales Lab Rainmaker Series is one rainmaker technique for technologists during the first 300 seconds (five minutes) of the monthly Capital Technology Management Hub Meeting. This is the handout for our June meeting.
We're professionals! Somebody said we're expected to network.
What do you want to get out of a networking session? This may surprise you - 1 or 2 new relationships. Someone of interest – who they are; what their organization does; what's their role; and what interests them .
Offer some help if you can – by telling about results - from your customer’s viewpoint – from using your service/product (only if directly on target); or refer someone or something; describe a useful blog & send them the link.
Then – be quiet for a bit – if you offered some help, they may ask what they can do to help you (or you can tee it up for them “I've been trying to …”) - or - they may ask for more info about the results you mentioned. Either way - tell them something they can react to – not a sales pitch - and thank them for any suggestion offered – no rating, ranking, or refuting.
The key to successful networking is to focus on the needs of the other person as you learn more about them and seek a way to help. Zig Ziglar says: “You can have anything in the world you want if you’ll just help enough other people get what they want.”
Please share your thoughts to help extend our learning - comment below:
Reserve your place for the next Capital Technology Management Hub Event, How to Transition a Small Business Into a Fortune 50 Company , June 14th, http://smallbusinesstofortune50.eventbrite.com
The previous Rainmakers:
Rainmaker # 5 – Start With An Offer
Rainmaker #4 – Time, Talent, and Treasure
Rainmaker #3 – Process to Purchase
Rainmaker #2 – The Nametag
Rainmaker #1 - Gifts
Bob Burg says the key to successful networking is to get people to know, like, and trust you.
"When you meet them, their level of interest in you and your business can be summed up in 3 words 'They don't care' " You need to focus on them, not on YOU!
He also recommends some key questions, including:
1. How did you get started in [their profession/business]
2. What do you enjoy most about what you do?
He also offers what he calls "FORM" questions
Recreation - what do they do for fun?
Message - what this person finds to be of value? Charity? Cause? Bigger than themselves?
I keep waiting for my drive to go 300 yards,just like I keep waiting for my networking to take over my sales work.
Fact is, both work just fine for what they can do, and I'm wasting my time wishing the driver would also put the ball in the cup.
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