Oh and just one more thing!

 If you want your Rainmaking efforts to turn into new business, there is one more thing that you must do...

Consistently stay in touch with those who are important to you

whether as prospective clients or referrers or prospective referrers.
The facts are clear …
On average, it takes seven “significant” contacts before you land a new client.
Yet many rainmakers acknowledge that they give up after about three contacts.
They assume that if a client has not hired them by that point, the client probably never will.

Speaking to many people about it, their concern is that their prospective clients
will view them as "stalkers" if they continue to stay in touch, they walk away too soon.

So if this is reality, if you want to differentiate yourself from your competition
 (and of course you do -- otherwise, why would someone hire you instead of them?),
all you need to do is stay in contact consistently and over time.
Of course, that's far easier in principle than in practice.

 Here are some Rainmaker tips to help you make sure you do the follow- up:

1. Think ahead.

Before you embark on a marketing activity whether a lunch or a networking event
Think about what your *next* point of contact will be.

•  Will you send an article of interest
• Or invite them to a conference where you are speaking?
•  Will you introduce them to someone who can help them?
•  Or will you send them a copy of a book that you just read that you think they will like?

2. Conduct discovery.

 In every interaction, make a point of uncovering possible ways to follow up.
Go into every one-on-one rainmaking activity with the express assignment of exiting that activity with at least one way of maintaining contact with that person.
What are their business concerns?

• Staying abreast of developments in a certain area?
• Learning about best practices that other companies employ ?
• What are their personal interests?
• Are they avid readers of crime fiction
• Do they want to climb Mount Kilimanjaro ?

 Once you know their professional or personal interests, finding ways to follow up is much easier.

3. Add value.

Each time you contact them, make sure you're adding value from their perspective.
Sending your firm brochure does not add value unless they asked for it.
Sending an article that is highly relevant to their business interests does
-- especially if you point out why you think it is useful for them.

4. Give this activity time.

Calendar your plan for making those seven to nine contacts;
Do not just leave them up to chance.
Are you going to be in contact once a month or once a quarter?
It's easy enough to create an Outlook reminder 3 months from now.
Write in your Day-Timer, or develop a one-page marketing plan.
Keep it visible on your desk.  Put on it when your next contact will be.

5. Have your own little system

 Create a "template" for how you plan to stay in contact after common marketing activities
           -- such as meeting a prospective client at a networking event
            -  or having lunch with a client.
Make sure that this template includes "due dates" for each activity.
The template for following up with someone you have had lunch with can be as simple as:

• E-mail article of interest.
• Send personalized holiday card.
• Invite to event.
• Send book of interest.
• Invite to lunch.
• Introduce to someone the prospective client would like to meet.
• Visit the prospective client's office.

Customise the specifics of what you send and what you invite them.
Base your follow up on what you've learned about their particular interests.

Following up consistently is the one thing you must do if your rainmaking is to be successful.
Keep its importance top of mind, and your marketing will be much more effective and efficient.

That's all for now.
Good Rainmaking
If you need help with any of these ideas info@rainmaker-coaching.co.uk