RAINMAKING® is comprised of individual “stand-alone” modules designed to help professionals deal with the most frequently faced and difficult client situations.

Introduction

Because each of the RAINMAKING® skills is teachable, the learning methodology is explained and its basic elements are described.

MODULE ONE: ACTIVE LISTENING

At the very least, an inability to listen can cause confusion and misunderstanding, resulting in the loss of time and fees to the responsible practitioner. See the value in positively impacting client communications through active listening.

MODULE TWO: HANDLING TELEPHONE INQUIRIES

One of the greatest untapped resources for business development comes in the form of countless telephone inquiries from prospective clients. Discover ways to convert those inquiries into active on going clients of your firm.

MODULE THREE: COURTING PROSPECTIVE CLIENTS

Many occasions will arise when you will make contact with people who may be prospective clients for your services. Learn how to follow up and take full advantage of those occasions.

MODULE FOUR: MEETING THE PROSPECTIVE CLIENT

The first meeting with a prospective client can be unnerving for even the most experienced practitioner. This session will show you how to handle the interaction effectively while maintaining a consultative atmosphere.

MODULE FIVE: MANAGING CLIENT EXPECTATIONS

Many find out the hard way that clients don’t appreciate good efforts that fall short of their expectations. This module teaches the basic steps to creating the ruler by which the client will inevitably measure your performance.

MODULE SIX: REQUESTING RETAINER FEES

One of the most difficult obstacles any professional must overcome is what appears to be the natural reluctance to ask for money. Discover the steps to making the request for an initial retainer relatively painless, for you and the client.

MODULE SEVEN: CROSS SELLING SERVICES

The one statistically proven business development fact is that the clients you already serve will continue to be the ongoing source of the great majority of your work. Learn the skill of cross selling them on the other services your firm provides.

MODULE EIGHT: TRANSFERRING THE CLIENT

So, you’re transferring one of your clients to some other professional in your office because of the specialized nature of the client’s situation. What happens if your client feels like they were passed off? Discover how to handle this effectively.

MODULE NINE: ASKING FOR REFERRALS

We just assume that our clients know that we would welcome new business. Unfortunately, referrals happen infrequently if left to chance. This module deals with ensuring an increased ongoing supply.

MODULE TEN: DELEGATING CLIENT WORK

This session will cover the basic steps for moving aspects of client work to other professionals without the traditional frustration faced by both delegator and delegatee.

MODULE ELEVEN: HANDLING ACCOUNTS EXCEEDING ESTIMATES

You’ve noted that your time on a client file exceeds that which you initially anticipated. What do you do: discount your time or simply bill and cross you fingers? This module outlines how to handle these situations more profitably.

MODULE TWELVE: HANDLING CLIENT COMPLAINTS

Central to rendering good service is mastering the skill it takes to deal with client problems. Here we build the skills necessary to handle complaint situations in such a way that we can at times dramatically improve the client relationship.

MODULE THIRTEEN: BUILDING CLIENT RAPPORT

Clients who trust and like their practitioner tend to perceive services rendered more positively and complain less. Building this rapport is a skill that many possess naturally and others can acquire.

MODULE FOURTEEN: PRESENTING ADVICE

Good quality professional services can be appreciated more by clients who not only understand them but who also feel a degree of participation with the practitioner in selecting from the menu of available alternatives (in harmony with the professional’s considered recommendations).