Are you a Rainmaker for Your Business?
Posted by Bill McDermott on Thu, Jul 22, 2010 @ 03:18 PM
Robin Hensley is returning as our guest blogger today. Robin has built a legacy of success in the business community. She now serves as a business development coach for CPA's and attorneys who are at the top of their game in maximizing their rainmaking skills. She recently wrote a book "Raising the Bar" that I would recommend reading. Her Linked In profile is: http://www.linkedin.com/in/robinhensley. Thanks, Robin.
The best rainmakers know how to Net Weave with their connections to develop a powerful referral engine. This is especially true when it comes to working with their trusted advisors.
Who is a trusted advisor? Anyone you, your client or potential client relies on in business. If you are a corporate lawyer, for example, one trusted advisor might be a corporate CPA or perhaps an auditor—someone you work with who also works with or comes in contact with your ideal client. Investing these trusted advisors in your success starts with you investing in their success. That’s where NetWeaving comes in.
NetWeaving is a concept introduced by my friend, Bob Littell (http://www.netweaving.com/) through his book, The Heart and Art of NetWeaving, (http://www.amazon.com/NetWeaving-Building-Meaningful-Relationships-Connection/dp/156352726X) Bob gives a framework in his book for repositioning relationship building to a pay-it-forward model.
He explains that there are two key elements to NetWeaving.
1. Learn to become a Strategic Connector of others. That is, putting people together in win-win relationships.
2. Learn how to position yourself as a Strategic Resource for others, literally becoming the go-to person for making things happen. (Being known as someone who wants more for others is a powerful magnet back to you!)
Now that you’ve got the basic idea, there’s no time like right now to get into action. Here’s your assignment for next time.
• Think of a trusted advisor you rely on in your practice.
• Arrange to meet with that person for the purpose of learning more about the type of client that person is looking for.
• Ask who would be a good referral from among the people you know.
• Arrange an introduction, if possible or practical.
• Be prepared to say who is an ideal client for you and who among your trusted advisor’s connections would make a good introduction for you.
• Set a timeframe for action and follow through!
Not sure who is a trusted advisor? Email me at rhensley@raisingthebar.com and I’ll send you a Trusted Advisors Inventory to help you get started.
LinkedIn is also a great way to track down the people you want to connect with. I’m doing a very special seminar on LinkedIn for practicing lawyers and CPAs. LinkedIn Secrets for Lawyers, CPAs and Other Professionals is August 18th in Atlanta. Email me at rhensley@raisingthebar.com for more information.