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Remember, there are many steps to getting a client to hire you

Remember, there are many steps to getting a client to hire you

Two Rainmaking Traps to Avoid

Canada Goose Outlet 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 and admitted that he hadn done so. I asked why not and he responded, haven got time to follow up with thirty people. While true, this answer is logically flawed. He could at least have followed up with the most important canada goose factory sale contact he made at the event, a senior vice president at an account he was targeting. He might have even found time to follow Canada Goose Outlet up with five or maybe even ten. Instead, he had fallen into the trap of All or nothing thinking. Here are two more examples: Canada Goose Outlet

canada goose store A business developer at a Big canada goose uk shop Four accounting cheap canada goose uk firm helped a partner craft a letter to be sent to the CEO of a bank. A note came back from the CEO, saying he had passed the letter on to his CFO, and suggesting that the accountant follow up there. The partner told the business developer, see, it didn work. He had apparently defined success as immediate access to the CEO. It was get that meeting or nothing. canada goose store

canada goose A management consultant was finding the call canada goose outlet discipline required to build a referral network onerous. Like the actuary described above, she was having difficulty finding time for making calls. she added, can Canada Goose Jackets I Canada Goose sale possibly have to say to all these people every month? She had fallen into the all or nothing trap by thinking that she had to call everyone on her list once a month. That might be true of some of her canada goose clearance sale contacts, but more infrequent intervals would be appropriate for most of them. canada goose

canada goose coats In my experience, this is a common kind of canada goose black friday sale error. It seems so obvious that people feel embarrassed when you point out that they have made it. canada goose coats All three of the professionals described here are extremely http://www.mycanadagoosejacket.org smart. They just haven learned yet that rain making requires many, many small advances to win big every once in a while. canada goose They haven yet parsed the effort down to the many small steps that they can make day after day. They feel surprised and buy canada goose jacket cheap almost cheated when it doesn canada goose coats

cheap Canada Goose The Brochure and Website Fallacies are, perhaps, the most common versions of this trap. They are especially common when professionals start a firm or a new practice. In many such cases professionals rush to create a brochure or a website canada goose coats on sale and then wait for the business to come in. When no work uk canada goose outlet resulted from the pitch within three months, the head of the Corporate Practice at the law firm declared the effort a failure. Actually, the attorneys had made a good impression on the people they presented to, about all that could be expected from one meeting. cheap Canada Goose

canadian goose jacket Several partners at canadian goose jacket a management consulting firm said that giving speeches didn work for their firm. Over the years, they have uk canada goose given many speeches and never turned up any new business from it. They had done little, if any, follow up work after the speeches, apparently waiting Canada Goose Parka at the phone for calls from prospective clients, who would say, heard what you said last week and thought it so wonderful that I was hoping, just hoping, you could come to our company and… canada goose clearance When they had an canada goose uk outlet opportunity to speak, these partners often arrived at the events shortly before they were scheduled to speak and rushed back to their clients as soon at their speech Canada Goose Coats On Sale was over. When they began to treat speeches as simply one element out of many needed to build relationships with prospective clients, they began to win business. canadian goose jacket

buy canada goose jacket The illogic of these people may seem laughably obvious, as I describe it here. I assure you that it wasn obvious to them at buy canada goose jacket the Canada Goose Online time, and I see examples of smart, hard working professionals falling into the Build It and They Will Come trap all the time. Remember, there are many steps to getting a client to hire you. One event is unlikely to generate business, and if it does, recognize that this is unusual and lucky, rather than canada goose store the norm. You need persistence to get new clients. buy canada goose jacket

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canada goose clearance Ford Harding is the president of Harding Company, which trains professionals to win new clients. Rain Making: Attract New Clients No Matter What Your Field, a revised and updated edition of Canada Goose online his bestselling book, was published in February 2008. His books are required reading for certification by the Society for Marketing Professional Services. His articles have appeared in Harvard Business Review, the Wall Street Journal, and elsewhere canada goose clearance.

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