Making Rain The Secrets of Building Lifelong Client Loyalty [Hardcover]

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.Introduction: Learning to Make Rain All of the Time.

PART I: BREAKING THROUGH AS AN EXPERT.

The Loyalty Equation: Three Factors That Determine Your Client's Loyalty.

Are You an  Extraordinary Advisor?

Breakthrough Strategies for Experts.

Building Trust in the First Ten Minutes.

More Important than Your 401(k): Building Your Relationship Capital.

Benjamin Franklin's Secret Weapon.

Why a Client Might Like You.

The Myth of Meeting Client Expectations.

Leonardo da Vinci: Why Lutes and Madonnas Matter.

Finding the Hidden Creases: Influencing Your Clients.

Part One Summary: Are You Breaking Through as an Expert?

PART II: MOVING INTO THE INNER CIRCLE.

I Love My Guru…and Other Client Pitfalls.

The Relationship Masters.

The Doubting Mind.

The Deep Generalist and the Branded Expert.

How to Identify Client Needs.