Rainmaking – Direct Prospecting Strategies

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Engage in Active Strategies – Let’s Talk!

Welcome to the “Rainmaker Series” portion of my blog.  If you’ve checked us out, you’ll notice that I’m dedicating Fridays to tips for accounting and financial professionals in the art of rainmaking.   We’ve discussed that driving home revenue (or rainmaking) is not necessarily magic, but is essential to growing your service based/consulting practice.  Last week, we talked about defining your target market and determining where to find them.

This week (and next), we’ll distinguish between two strategies – the direct s indirect strategies that we can employ in order to put ourselves in front of the perfect potential client to begin building a relationship that might ultimately lead to business.
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Rainmaking – Finding your Perfect Client

dog in the rainWelcome to Miles Consulting Group’s Rainmaker blog series, tailored to accounting and finance professionals.  If you’ve made it here, hopefully, you’ve had the opportunity to check out our previous discussion about how to revisit your sales mentality (see discussion) and think differently about having sales conversations with your existing clients and prospects.

If you are here, you are probably, like me, responsible for bringing in some client work.  Maybe you are a manager in a CPA firm; maybe you’re already a partner.  Perhaps you are a very new staff person and don’t know where to start.  Or maybe you are well trained in a firm, but have decided to go out on your own and need to start building that book of business.  In any of those situations, I can help!
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Rainmaking and Your Sales Mindset

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Last week, I introduced my first blog on rainmaking, and introduced why and how I plan to share my 20+ years’ experience of selling professional services with my readers.  I’ve learned many things over those years – most of them in the 13 years of building Miles Consulting Group, where as the owner, it is absolutely my responsibility to bring in the revenue.  But, like many of my readers, clients and strategic partners, I’m a financial person.  I certainly didn’t start out wanting to be in sales and marketing!   Now, some of the biggest compliments I can get are, “Are you in sales?” OR “You don’t SEEM like an accountant!  You have a much better personality.”  Thank you very much.
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Welcome to the Rainmaker Series

Money _umbrellaI recently attended the Women’s Business Conference, sponsored by NAWBO – the National Association of Women Business Owners.  As a member of NAWBO for over 10 years (and current chapter President of NAWBO-Silicon Valley), I’m proud to say that the recent conference made me even more inspired to be a Woman Owned Business.   As we celebrated the organization’s 40 year anniversary, some of our “founding mothers” were introduced, as were many Past National Presidents and other women who have truly blazed a trail for those of us who own our businesses today.

I got to thinking, what do we all have in common – besides being women?  As business owners, we are responsible for bringing in the revenue – making rain.  Without these skillsets in attracting customers, we could not have started or grown our businesses.

According to Wikipedia, “In business, a rainmaker is a person who brings in new business and wins new accounts almost by magic, since it is often not readily apparent how this new business activity is caused.”  Continue reading “Welcome to the Rainmaker Series”