By Steve Adubato, PhD
What is a rainmaker? In business, a rainmaker is someone who makes things happen; Someone who brings in more business than the average professional; Someone who knows what prospects and clients want and need and delivers in a big way.
Rainmakers are also exceptional communicators who don’t accept the status quo. They rarely if ever go on “autopilot” and simply go through the motions. In virtually everything they say and/or do, rainmakers are the ones who keep their eye on the prize but at the same time don’t engage in the obnoxious hard sell that turns so many of us off.
Q: But aren’t rainmakers only in sales positions?
A: Absolutely not. Rainmakers can be found anywhere in an organization or are entrepreneurs running their own shop. Being a rainmaker is more a frame of mind than a sales position one holds. These are the people who take responsibility for communicating and acting in ways that bring in the revenue that pays an organization’s bills and allows it to invest in the future.
Q: What specific communication traits do great rainmakers possess?
A: They get to the point quickly and don’t waste customer’s time. They listen intently and ask probing, open-ended questions that help get at the wants and needs of other people. They are more audience-focused as opposed to being obsessed with telling you why their company or their products and services are so great. Rainmakers are also passionate and engaging communicators who believe deeply in themselves and their message.
Q: How do most rainmakers deal with rejection?
A: Face it, rejection is a part of business. It’s a part of life. Often you can’t avoid it, but you can do something about it. Rainmakers see rejection as an opportunity to learn and grow and better understand what might have gone wrong in the first place. They also see that rejection comes in many forms beyond simply not making a sale. Another thing they do is proactively communicate with the person who rejected them. They are confident and secure enough to want to know why they were turned down so that they can improve and get better. Anyone who is obsessed with a fear of rejection will never make much rain because they will play it too safe and won’t take risks that could potentially pay big dividends.
Q: Are rainmakers simply people that make more calls and ask more than other professionals?
A: No. You can spin your wheels by doing a lot of cold calling, or simply communicating with anyone who you think might possibly do business with you. Yet, rainmakers know who the key decision makers are and they take the time to ask the questions to figure out who is important and who is not in an organization regardless of their title. Very often, we as professionals are dealing with people who aren’t in a position to say yes, even if they want to. Rainmakers know that and try to ensure they get face time with someone who can say yes.
Q: Isn’t getting to a top decision maker easier said than done?
A: Yes and no. You’re best bet is to try to get a minute on the phone with a key decision maker (of course you will have to get past the gatekeeper) and let that person know very quickly that you have something valuable to offer that can help him or her solve an organizational problem or add to their bottom line. Great rainmakers don’t go into great detail in the initial contact. Rather, they create a sense of interest that can potentially turn into the face-to-face meeting which is where most important business still gets done.