Two Rainmaking Traps Smart, Hard-Working Professionals Fall Into
Posted by Glen Mund on Thu, May 15, 2008 @ 03:25 PM
Ford Harding, www.raintoday.com
Bringing in new business for a firm requires a good prospect profile, quality content, constructive meetings, timely responses, good listening, multiple interactions, fit between services & needs...And that supposses everything works without problems. What about addressing common mistakes that complicate rainmaking?
As for the question, rainmakers of professional services often fall into two traps. One trap is All-or-nothing thinking. Another is the Build-it-and-they-will-Come attitude. Here's what they are & how to avoid them.
The All-or-Nothing Thinking Trap
I met with an actuary who attended an association meeting a month ago. He had planned to follow up with thirty people he had met there & admitted that he hadn't done so. I asked why not & he responded, "I haven't got time to follow up with thirty people."
To read more about the All-or-Nothing Thinking Trap & the Build-it-and-they-will-Come Attitude visit: http://www.raintoday.com/pages/3617_two_rainmaking_traps_smart_hard_working_professionals_fall_into.cfm?broadcastID=1098&linkID=19513&ID=79984