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Making Rain: The Secrets of Building Lifelong Client Loyalty
Professionals who work with clients or large accounts can create lifetime relationships based on these well-researched secrets. Based drawing from extensive interviews with client executives, Making Rain offers a series of provocative insights on how to shed the expert-for-hire label and develop long-term advisory relationships. Exploding the popular myth of the "Rainmaker," a dated and dysfunctional figure that clients no longer welcome, Andrew Sobel argues that any professional can learn to "make rain" on an ongoing basis with existing clients by developing a special set of skills, attitudes, and strategies. These innovative tips and techniques from a recognized leader in the field of professional services will enable any consultant, salesperson, or service professional to create enduring client loyalty.
- GenresBusiness
257 pages, Hardcover
First published January 1, 2003
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61 people want to read
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January 5, 2018"There are three main drivers of client loyalty:
1. The value you add.
2. The degree of trust you develop.
3. The extra mile you are willing to go" (4).
"Experts for hire ultimately seek through compromise and deference to please the clients who employ them; advisors exercise selfless independence" (14).
"Experts provide answers and tell; advisors ask great questions and listen" (14).
"Experts have depth; advisors are deep generalists who have depth and breadth" (15).
"Experts analyze; advisors synthesize" (16).
"Experts make judgments based on the facts; advisors first help their clients avoid bad judgments, and then they base judgments on facts, experience, and their personal value system" (17).
"Experts have conviction based on the accuracy of their information; advisors have deep-seated conviction based on personal values and a sense of mission" (18).
"Experts have professional credibility; advisors build personal trust" (19).
"Maximize face-to-face meetings. The more face-to-face meetings you have with the client prior to submitting a final proposal, the higher your likelihood of winning" (118).
"One of the secrets of building long-term client loyalty is to behave with clients as if you're not getting paid" (173).
"Developing an attitude of independent wealth is an excellent way to cultivate selfless independence, which is one of the foundational qualities of great client advisors" (174).
1. The value you add.
2. The degree of trust you develop.
3. The extra mile you are willing to go" (4).
"Experts for hire ultimately seek through compromise and deference to please the clients who employ them; advisors exercise selfless independence" (14).
"Experts provide answers and tell; advisors ask great questions and listen" (14).
"Experts have depth; advisors are deep generalists who have depth and breadth" (15).
"Experts analyze; advisors synthesize" (16).
"Experts make judgments based on the facts; advisors first help their clients avoid bad judgments, and then they base judgments on facts, experience, and their personal value system" (17).
"Experts have conviction based on the accuracy of their information; advisors have deep-seated conviction based on personal values and a sense of mission" (18).
"Experts have professional credibility; advisors build personal trust" (19).
"Maximize face-to-face meetings. The more face-to-face meetings you have with the client prior to submitting a final proposal, the higher your likelihood of winning" (118).
"One of the secrets of building long-term client loyalty is to behave with clients as if you're not getting paid" (173).
"Developing an attitude of independent wealth is an excellent way to cultivate selfless independence, which is one of the foundational qualities of great client advisors" (174).
Displaying 1 of 1 review