The Rainmaker Approach to Easy Online Sales and Marketing

In the world of sales, there are those who simply sell products and those who are Rainmakers. Rainmakers are the top performers who consistently generate new business and achieve exceptional results. They possess a unique set of skills and strategies that set them apart from their peers.

In today’s digital landscape, it’s essential to be present online. And sadly, for online sales, it’s getting tougher and tougher to stand out and earn a buck. So, to actually turn a profit from your online efforts, you have to become a Rainmaker.

What is a Rainmaker in Sales?

A Rainmaker is someone who has mastered the art of selling and consistently brings in new business.

Rainmakers “make it rain” through sales and are experts at building relationships, understanding customer needs, and presenting solutions that deliver value. They are also highly motivated and persistent, and they are not afraid to take risks.

PTG Marketing Rainmakers win by mastering the art of selling. They "make it rain". — *Rainmakers win by mastering the art of selling. They “make it rain”.*

What are the Characteristics of a Rainmaker?

There are several key characteristics that Rainmakers share:

They are customer-centric. Rainmakers put the customer first and strive to understand their needs and challenges. They listen actively and ask probing questions to get to the root of the problem. They empathize with customers, understand that they are the decision-makers, and tailor their approach accordingly.
They are solution-oriented. Rainmakers don’t just sell products; they sell solutions. They are able to identify the unique needs of each customer and tailor their solutions accordingly. They focus on understanding the customer’s pain points and identifying the root cause of their problems. Developing and proposing solutions that address the customer’s specific needs and objectives is the last step.
They are persuasive communicators. Rainmakers are able to connect with their customers on a personal level and build rapport. They are also able to articulate their value proposition in a clear and compelling way. They often use storytelling and examples to demonstrate the benefits of their solutions – ideally as a dollarized value the customer would stand to gain.
They are tenacious. Rainmakers are not easily discouraged. They are persistent in pursuit of their goals, and they are not afraid to face challenges head-on. The willingness to go the extra mile to win new business and maintain relationships with existing customers is a typical character trait of a great sales person.

Additional Characteristics

Highly motivated: Rainmakers are driven by a desire to succeed, and they are always looking for new challenges.
Resilient: They can handle rejection and setbacks without losing their enthusiasm.
Adaptable: They are able to adjust their approach and strategies based on the customer’s needs and market conditions.
Team players: They are able to collaborate effectively with others and build strong relationships within their organization.

By embodying these characteristics, Rainmakers can consistently achieve exceptional results in sales.

They bring in new business, build strong customer relationships, and contribute significantly to their organization’s success.

PTG Marketing Rainmakers present and sell solutions to their prospective customers. — *Rainmakers present and sell solutions to their prospective customers.*

Strategies to Make it Rain

Rainmakers employ a variety of strategies to achieve their success:

Pre-call planning: Rainmakers spend time researching their prospects and understanding their needs before making a sales call. This helps them to tailor their presentation and make a more effective connection with the customer.
Active listening: Rainmakers are excellent listeners who pay attention to what their customers are saying. They use this information to identify their pain points and develop solutions that address them.

Dollarization: Rainmakers quantify the value of their solutions to show customers how they can save money or make more money. This makes it easier for customers to see the ROI of their investment. Dollarization is the most important tactic, in my experience. Use it often.
Objection handling: Rainmakers view objections as opportunities to further educate their clients and overcome their hesitations. They use a variety of techniques to handle objections effectively, such as reframing the objection or providing more information.
Relationship building: Rainmakers build strong relationships with their customers by being honest, dependable, and responsive. They keep in touch with their clients on a regular basis and provide them with value beyond just the sale.

Benefits of Becoming a Rainmaker

If you work in a sales job, you’re better off becoming a Rainmaker. There are many benefits to becoming a one in your job, including:

PTG Marketing Becoming better at sales makes you much more valuable to your employer. — *Becoming better at sales makes you much more valuable to your employer.*

Higher income. Great sales people typically earn significantly more than their average sales colleagues.
More job security. Rainmakers are in high demand, which makes them less likely to be laid off.
Greater job satisfaction. Rainmakers enjoy the challenge of solving complex problems and the satisfaction of helping their clients succeed.

How to Become a Rainmaker in Sales

Becoming a Rainmaker requires a combination of skills, experience, and dedication. Here are some tips for developing the most effective sales mindset ever:

Focus on customer value. Always put the customer’s needs first and strive to provide them with solutions that deliver real value.
Become a master of your product or service. Know everything there is to know about your product or service so you can confidently explain its benefits to your customers.
Develop your rainmaking sales skills. Take courses, read books, and practice your sales skills regularly. Obviously, you can also just read this blog post over and over…
Build strong relationships. Treat your customers as partners and invest time in developing relationships with them.
Be persistent. Don’t give up easily. Sales is a numbers game, and you will need to make a lot of calls to land a big deal.

If you are willing to put in the hard work, you can become a Rainmaker and achieve extraordinary success in sales. Remember, the key is to focus on customer value, develop your skills, build relationships, and be persistent.

PTG Marketing Putting in the work, though it may be hard, will help you become a Rainmaker. — *Determination and tenacity are the way to becoming a Rainmaker.*

How to Become an Online Rainmaker

It’s not easy to use one-on-one and in-person sales tactics online. But there are a few things you can do on the internet to boost the effectiveness of your subsequent sales calls or even your online sales directly.

Following are a few strategies you can implement to “make it rain” online. You can use these strategies to your heart’s content.

Just understand that not every tactic may yield the desired results as effectively as others. Find which tactics suit you, your marketing strategy, and your business best, and give those a try.

1. Develop a Strong Online Presence:

Create a website that is informative, engaging, and easy to navigate. This is (at least in my opinion) the most important tactic to make it rain online. I can help you with this. Check out what I mean.
Utilize social media platforms to connect with potential customers and share valuable content.
Build an email list and nurture relationships with subscribers through regular email blasts. Just make sure you’re staying informative and helpful with your email campaigns.

2. Create High-Quality Content:

Write blog posts, articles, and whitepapers that provide valuable insights to potential customers. Do NOT underestimate this tactic. It’s truly worth the effort, and not just from an SEO perspective – even in today’s content mayhem.
Create engaging infographics, videos, and podcasts to capture attention and share information effectively. Podcasts are the way to roll from the mid-2020s and onwards.
Share content on social media and other online channels to reach a wider audience.

3. Utilize search engine optimization (SEO):

Research and understand the keywords that potential customers are using to find information online. Use those keywords across all of your content to build topical authority with prospects and search engines.
Optimize your website content, titles, and meta descriptions to rank higher in search engine results pages (SERPs). Yes, SEO is still relevant in this day and age. I tell you all about modern SEO with a focus on AI-powered search in a dedicated post.
Build backlinks from reputable websites to enhance website authority further. This involves either doing content outreach or simply publishing extremely high-value content that’s not found anywhere else on the web.

4. Implement paid advertising campaigns:

Utilize pay-per-click (PPC) advertising to target specific keywords and reach potential customers who are actively searching for products or services like yours.
Run social media ads to engage with potential customers and drive traffic to your website or landing pages. Social media is excellent for boosting your content and proving your expertise.
Consider using display advertising to reach a wider audience and increase brand awareness. Emphasis on “increase brand awareness”. That’s what banner ads and other means of display advertising are best for.

5. Personalize the customer experience:

Use data analytics to understand customer behavior and preferences not just from your website but also from your social media accounts. Strive to understand your customers as best as possible. It makes selling (and advertising) online much easier.
Segment your email list and target specific groups of customers with personalized content and offers. Not everyone on your email list has the same preferences. Only send emails that you know will interest a specific segment of your email audience.
Offer personalized product recommendations and suggestions based on customer history. This is what good CRM (Customer Relationship Management) is for. Use your CRM for its intended purpose: to manage the relationships with your customers. The more individual, the better.

6. Build relationships with influencers:

Identify and collaborate with influencers in your industry who have a strong following and can reach a large audience. This isn’t easy and also not always feasible, depending on your industry. But it’s almost always worth the effort.
Develop co-branded content or campaigns that can leverage the influencer’s credibility and reach. In other words, collaborate on social media.
Extend the reach of your marketing efforts through long-term influencer partnerships. Make sure the relationship is mutually beneficial, though.

7. Utilize live streaming:

Host live webinars or Q&A sessions to engage with potential customers and provide valuable information. These interactions solidify your position as an expert in your field.
Offer live demos of products or services to showcase their benefits in real-time. Think of live infomercials with an active dialogue and Q&A feel.
Create interactive experiences that allow viewers to ask questions and participate in the conversation. Participation is key here. There needs to be a dialogue for prospects to feel heard.

8. Leverage customer reviews and testimonials:

Encourage customers to leave positive reviews on your website, social media pages, and online marketplaces. This is so often overlooked – but it’s the ultimate way to make it rain on the internet.
Feature customer testimonials prominently on your website and marketing materials. Whenever possible. Period.
Use social proof to build trust and credibility with potential customers. If you can, have some sort of social proof (reviews, badges, ratings, etc.) on every sales-relevant page of your website and on every social media profile.

Here’s a secret tip: Try to get testimonials where customers describe how rare of an opportunity it is to get your product at a discount. This tactic uses the principle of scarcity to make your next limited-time discount offer super attractive.

*PTG Marketing Become an Online Rainmaker to make your selling on the internet a walk in the park.*

By implementing these strategies, Online Rainmakers can effectively sell and market their products or services on the internet, reaching a wider audience and achieving greater success.

And using the tactics listed for sales meetings and calls, you are bound to close and get more customers than you could ever handle.

Ressources used to write this article:

Fox, J. J. (2001). How to become a rainmaker: The rules for getting and keeping customers and clients. Hachette UK.
Check out book

Ledingham, D., Kovac, M., & Simon, H. L. (2006). The new science of sales force productivity. Harvard Business Review, 84(9), 124.
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