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How to Become a Rainmaker
Cover of How to Become a Rainmaker
How to Become a Rainmaker
The Rules for Getting and Keeping Customers and Clients
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Now Updated and with New Success Tips!
Rainmakers are not born. They are made. And Jeffrey Fox's powerful HOW TO BECOME A RAINMAKER will get you there.
Filled with smart tips given in the Fox signature style, counter-intuitive, controversial, and practiced, this hard-hitting collection of sales advice shows readers how to woo, pursue, and finally win any customer. In witty, succinct chapters, Fox offers surprising, daring, and totally practical wisdom that will help readers rise above the competition in any company in any field. A terrific resource for CEOs, as well as anyone looking to distinguish themselves in sales—be it books, cars, or real estate—How to Become a Rainmaker offers the opportunity to rise above the competition in any company, in any field.
Now Updated and with New Success Tips!
Rainmakers are not born. They are made. And Jeffrey Fox's powerful HOW TO BECOME A RAINMAKER will get you there.
Filled with smart tips given in the Fox signature style, counter-intuitive, controversial, and practiced, this hard-hitting collection of sales advice shows readers how to woo, pursue, and finally win any customer. In witty, succinct chapters, Fox offers surprising, daring, and totally practical wisdom that will help readers rise above the competition in any company in any field. A terrific resource for CEOs, as well as anyone looking to distinguish themselves in sales—be it books, cars, or real estate—How to Become a Rainmaker offers the opportunity to rise above the competition in any company, in any field.
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  • From the book
    INTRODUCTION

    You Should Read This Book If Your Organization Needs Revenues

    American Indian tradition exalts the Rainmaker. The Rainmaker used magical powers to bring the rain to nourish the crops to feed the people. Without the rain, the people would weaken, die, or have to move elsewhere.

    Today, a Rainmaker is a person who brings revenue into an organization, be it profit or not-for-profit. That revenue comes from customers and donors. That revenue is the aqua viva -- the lifeblood -- of the organization. Without it the organization will die.

    Customers' money is the rain.

    The term Rainmaker is more commonly used in such professional service industries as legal, accounting, consulting, investment banking, advertising, and architecture. In these industries, Rainmakers are the two or so people in the firm who are responsible for generating most of the new customers, the new business.

    Big-hitting Rainmakers are among the highest paid employees in every company in every industry. They operate under many titles: owner, partner, chancellor, sales representative, CEO, agent, managing director, and fund-raiser. If becoming a Rainmaker is your goal, then this book will help you get there.

    There is another kind of Rainmaker, and he or she is an employee -- or associate or colleague or team member or crew member. Every employee must be somehow involved in the identification, attraction, getting, and keeping of customers. The advice in this book tilts to the salesperson, but if you have contact with customers, or work with and support colleagues who have contact with customers, this book will make you more effective. You will be better able to sell inside, to sell your ideas to your organization.

    The most important success factor in any business or organization is having a customer. This is more important than the business idea, the products, the machinery, the buildings, the financing, or the people. It is customer money that pays everyone's salary, that pays for 401(k) plans, union dues, bonuses, vacations, health insurance, computers, and office furniture. Customers are known by many names: members, students, fans, soldiers, parishioners, and patients. Regardless of what they are called, without customers no organization can continue to survive.

    Therefore, the paramount job of every single employee in an organization is to, directly or indirectly, get and keep customers. This is true without exception!

    The job of every employee is to help ring the cash register. The job of every employee is to keep the customers coming, and to keep the customers coming back.

    This book is a recipe for how to sell, for how to make rain, be it drizzle or deluge, sprinkle or storm. If your organization needs revenues, and if you want to become invaluable to your organization, then read this book.

    Copyright © 2000 by Jeffrey J. Fox

About the Author-
  • Prior to starting Fox & Co. Jeffrey J. Fox worked in senior positions for three high powered consumer and industrial marketing companies. He was Vice President , Marketing, and a Corporate Vice President of Loctite Corp, now Henkel/Loctite. He was Director of Marketing for the wine divisions of The Pillsbury Co. He was the Director of New Products for Heublein, Inc, now Diageo. (All three companies became clients of Fox & Co.) Jeffrey is the winner of Sales & Marketing Management magazine's "Outstanding Marketer Award;" winner of the American Marketing Association's "Outstanding Marketer in Connecticut;" and the National Distributors Association's award as the nation's "Best Industrial Marketer." He is the subject of a Harvard Business School case study that is rated one of the top 100 case studies, and which is thought to be the most widely taught marketing case in the world. His books have been published in 35 languages. His offices are in Chester, Connecticut.
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How to Become a Rainmaker
How to Become a Rainmaker
The Rules for Getting and Keeping Customers and Clients
Jeffrey J. Fox
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