Diane Shawe Author of a forthcoming book ‘The number 1 guide for women who hate selling: Practical Negotiation and Selling Skills’ explores many points on why a high percentage of self employed women don’t achieve the level of sales.
For example she take a look at some of the things women constructively forget to ask for?
Women Don’t ask For The Order,
women don’t ask for raises and promotions and better job opportunities.
They don’t ask for recognition for the good work they do.
They don’t ask for more help at home.
In other words, a high percentage of women are much less likely than men to use negotiation to get what they want. Instead they spend destructive energy moaning and gossiping about how hard done by or discriminated against they feel.
Why does this matter?
TRADITIONAL BELIEFS UNDER THREAT
“The traditional belief that we must prepare ourselves to be ‘employable’ is under threat. The counter argument encourages us to ‘gear up’ for earning our own money, rather than seeing income as someone else’s responsibility. With the population dramatically ageing and low-level jobs increasingly swallowed up by machinery, entrepreneurship will be a necessity for many, rather than a life-style choice for some”
Why does the average woman in today’s society still find themselves debating the perceived concept that they deserves more or should be rewarded with more?
And why are many women still less comfortable asking for changes that would improve their working conditions, enhance their job satisfaction, or help them expand a business more efficiently and profitably?
“What you think you become, what you feel you attract, what you image you create”
So what is a Business Rainmaker?
In business, a rainmaker is a person who brings in new business and wins new accounts almost by magic, since it is often not readily apparent how this new business activity is caused. It means generating substantial new business or additional cash flow from sources sometimes outside established business channels, sometimes by connecting with people in non-traditional or hidden markets, and sometimes by prompting current clients to spend more money.
A rainmaker is usually a key figure in the business or organisation. not merely a salesperson, but a principal or executive who is usually highly regarded within the enterprise.
So I am going to introduce some researched habits, However, cultivating these habits is well within the grasp of any successful female entrepreneur with sufficient commitment in order to become your own Rainmaker.
1. Successful rainmakers treat their clients as the most valuable asset of their business.
For most business entrepreneurs, the vast majority of new business derives, either directly or indirectly, from existing or past clients and referral sources. Past and current clients can be a source of new business by sending new matters. They also can be powerful referral sources.
Yet sometimes business entrepreneurs focus their marketing efforts on cultivating new relationships with people they have never done business with before.
They ask these “strangers” out to lunch, invite them to firm seminars, and call and e-mail them. Meanwhile, their most valuable assets—their existing clients—are being neglected. There is much to be said for customer acquisition strategy vs customer retension strategy.
2. Successful rainmakers treat their current and former clients as well as, or better than they would treat a prospective client. They recognise that existing clients are the most important people in their marketing mix.
3. Successful rainmakers nurture their relationships
Nurturing your clients by providing outstanding, not just good, service, staying in touch on a regular basis, seeking feedback, celebrating clients’ successes, and showing appreciation by sending gifts or hosting special client-appreciation events.
4. Successful rainmakers make business development a priority.
Successful rainmakers recognise that to be successful at business development, they need to make it a priority and work at it on a consistent basis. They treat their business development activities with the same level of commitment that they bring to client service.
Making business development a priority is as much about mind-set as it is about time management.
There are opportunities to market each day. Throughout the day, business entrepreneurs talk to clients, competition, and even staff. Spending a few extra minutes deepening a relationship at the end of each of these conversations, whether on a professional or personal level, will dramatically increase the probability of winning business. But mind-set is not enough.
Consistent business development requires a system. The approaches are limitless and highly personal. Some people spend the first ten minutes of each day involved in a business development activity. Some schedule business development on their calendars, just like client meetings.
The important thing is that there is a structure in place that keeps marketing a consistent priority, as opposed to something that is done when there is a lull in a busy workload.
Download the full 15 Habits extracted from the forthcoming book by Diane Shawe. 15 habits women entrepreneurs need to cultivate
