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The Rainmakers

Blog

Ramblings and thoughts from The Rainmakers Superheroes

The Rainmakers

With almost half a century working in real-world Sales & Marketing positions, Bruce King and Chris Haycock have got a huge amount of superpowers at their disposal. Our goal is to share with you their skills, experience and knowledge to help you to double, triple or quadruple your sales and profits.

Our blog barely scrapes the surface of what we (and our guest Rainmakers) are sharing with our members in The Rainmakers Club. Join us now (it's 100% free to join as a standard member) and have a look to see how we can turn you into a powerful Rainmaker for your own business.

 Do you exploit Snail Mail?

E-mail is fast, easy and cheap. But as a prospecting tool, it takes a huge amount of creativity and luck to even get your emails read by your prospects, let alone acted upon. Snail mail is so much more effective and really stands out because most people receive little or no snail mail at work. When they do receive snail mail, all research indicates that the open rate is almost 100%, especially if its thicker than a single sheet letter and some other simple creative techniques are used in the …
The POWER of silence when handling objections, concerns and stalls

Objections, concerns and stalls are to be expected when you are selling, and there's a big difference between all three.

But how do you know which one of the three is true?

For example, your prospect says, 'You're way too expensive!'

That could be an objection - they genuinely think your price is way too high.

Or it could be a concern. They may be wondering if they are going to get great value from making a purchase or if is just not good value for the money.

<…
ABDOV: Always Be Delivering Outrageous Value

Your life and your business come alive when you devote yourself to service at the highest level of satisfaction to your customers. It's all about being outrageously helpful.

The person who helps the most will profit the most, not only not only in terms of your satisfaction levels but financially as well.

When you focus on the mission of 'how may I help the most people in the best possible ways' and when you begin to see yourself as the greatest value contributor, success, abunda…

The lesson of the £20 note

A speaker was presenting to an audience. He started off his presentation by holding up a £20 note and he asked, 'Who would like this £20 note?' Hands started going up.

Then he said, 'I am going to give this £20 to one of you but first, let me do this.'

He proceeded to crumple the £20 note up. He then asked, 'Who still wants it? Still the hands went up in the air.

'Well', he responded, 'What if I do this?' And he dropped it on the ground and started…

Make your value to your customer more clear

Make your value to your customer more clear

What you think is value to your customers is more often than not precisely what they would get from most of your competitors.

For example, things like, same-day shipping, online ordering, 12 month or even 5 years guarantees, prompt and courteous after sales service, to name but a few, are NOT values and most other suppliers will offer the same.

They are not values because they're expected and so are not incentives to buy from yo…

The POWER of silence when handling objections

Objections, concerns and stalls are to be expected when you are selling, and there's a big difference between all three.

But how do you know which one of the three is true?

For example, your prospect says, 'You're way too expensive!'

That could be an objection. They genuinely think your price is way too high.

Or it could be a concern. They may be wondering if they are going to get great value from making a purchase…

Do you use the  'Hope Marketing' strategy?

Hope marketing is all about hoping for the best and hoping the best will happen.

It's a very common marketing strategy used by far too many small business owners, and is one of the main reasons they remain small - or go broke.

Hope marketing doesn't necessarily mean you're not taking any action, but rather you are just trying things, giving them minimal attention, and hoping that any action you're taking is going to help you achieve your goals.

But the tr…

Do you ask prospects and customers for what you want?

Being very clear what you want from a prospect or customer might seem obvious, but it's not common practice.

There are two reasons why salespeople don't simply say what they want.

Firstly, they might be afraid of rejection, so they soften their language to minimize the chances of hearing 'NO'. If that's the case with you, go watch the tutorial titled 'What salespeople really get paid for'.

Secondly, and I find this horrifying, it's possible they don't kno…

Don't just tell them you're great. Tell them WHY you're so great

You saying your product or service is much better than your competitions isn't going to cut it. It's just not going to be enough to convince your prospects to buy from you.

You must always tell them the reasons why you're so great.

For example, so many people say 'we give great service'.

That means nothing. It's just bragging and in most cases, it's unbelievable.

But if you give the specific reasons and examples of why your service is so great, you…

Maybe you don't need a website either?

Many, if not most people starting in business, focus on getting their website perfect, setting up the office, their branding, designing logos, maybe hiring staff or subcontractors etc.

They're all valuable tasks - for the future, but what counts most right now is MAKING SALES.

It's only when you start selling that you'll see how well, or badly your approach and presentations work and what you need to do to improve them and make sales.

And of course, when you make sales, y…

2 Hot Telephone Sales & Marketing Tips!

These 2 tips really are going to help you get straight through to a decision maker on the telephone and make your pitch

Number 1

Call early in the day.

If you're calling mid-level executives and above, call between 07:00 and 08.30.

Yes, I mean it! They're usually in early and can't resist picking up the telephone.

You'll reach more decision makers in that hour and a half than you will during the rest of the day.

Read between the lines and make more sales

Prospects and customers often do not say what they mean, or what they think. You have to read between the lines.

This doesn't only apply to handling sales objections and stalls. It applies to every aspect of the sales process, but let's use objections as an example.

Customer says: I'm happy with my current supplier

Maybe they're thinking: Why have other people switched to using you?

How will you know? Ask more questions.

Staying motivated and productive working from home

If you're planning to return to a formal place of work and giving up on home working, this doesn't apply.

But if you're planning on continuing to work from home, then like a lot of people we know, you may have struggled and continue to struggle to stay motivated and productive.

One of our Members came up with a really unusual strategy to overcome his difficulties with home working.

James gets up every morning at the time he used to get up to travel to the…

Your best customers and new customers may be right under your nose

Want more business?

Start with your existing customers, because they've bought from you before.

They know and (hopefully) like and trust you. You already have a relationship with them, and so repeat business with them should always be at the forefront of your mind.

But what if you are already getting or have got as much business from them as possible.

How else could they help you in your drive for more business?

Here are a few suggestions:…

What are your best sales instruments?

The two best sales instruments you have in sales conversations are

One. Your voice.
Because how you sound, your tone, pace, pronunciation, passion etc., are the keys to influencing potential customers to buy from you.

Two. Your script.
YES, YOUR SCRIPT! Anthony Hopkins is…

There's no such thing as a stupid question - or is there?

Carl Sagan said 'There are naive questions, tedious questions, ill-phrased questions, questions put after inadequate self-criticism. But every question is a cry to understand the world. There is no such thing as a dumb question'.

And that's been phrased in many different ways, e.g.

'There is no such thing as a stupid question if it's sincere. Better to ask and risk appearing stupid than to continue on your ignorant way and make a stupid mistake'.

I've always agreed and en…

Do NOT use the word DISCOUNT when promoting an offer

It's perfectly OK to offer incentives to new customers, and even old ones who have stopped doing business with you, especially if they are going to be purchasing on an ongoing basis. BUT don't just use the word DISCOUNT. Neither would I just use SPECIAL OFFER. Without an explanation as to why you are making this offer, they both devalue your product or service in the prospect's minds.

Instead use terminology like LAUNCH OFFER, or TO CELEBRATE XXXX we're offering the first X number of c…

What's 'Snake Oil' got to do with your product or service?

A snake oil salesman was a common expression used to describe someone who deceives people in order to get money from them.

It's typically associated with the snake oil salesman in the Cowboy movies.

But here's what's really interesting. The term 'Snake Oil' comes from 19th-century Chinese railroad workers who used medicine made from 'Chinese water snakes'. And the stuff really worked! It was rich in Omega-3 fatty acids and very effective at treating a variety of…

Don't do that, do this instead...

A change of mindset when prospecting will help you sell so much more.

If you say or think this...

What I sell is amazing and everyone I talk to will want to buy from me.

The result will be you are going to be very disappointed and frequently feel rejected and less positive.

Instead, say or think this...

What I sell isn't going to be right for everyone. I'll do the best I can to reach out to many people and see if they're…

How to handle Brain Fog

Do you ever get stuck on a problem and the more you think about it, and the longer you sit at your desk, the foggier your brain gets, and the solution totally evades you?

It used to happen to me often, and then I found the solution.

Like everything we experience, it has a lot to do with 'context' and in this case the physical environment we are trying to solve the problem in is a powerful and influencing context.

So, if your problem-solving brain cells aren't working as w…

The fear your customer has of making a mistake

There are tutorials in The Club about how you can deal with your own fears, but let's look at fear from your prospect or customer's viewpoint.

The main fear they have is making the wrong decision! Let's face it, every buying decision is risky.

It may not fit, it could have been bought for less money elsewhere, their boss, their wife, husband or partner may not like it, it may not do what you said it would do; it may break down after a while, and the list goes on and on.

T…

Why people buy and how to stop yourself being sold to

We all buy for emotional reasons, not logical reasons, although we'll often create logical reasons to justify our decision. And you've done this often.

For example, did you ever go out and buy or were sold a new pair of shoes when you had plenty already and your favourite pair just needed a good polish? But you bought a new pair because you just love new shoes, and they make you feel good, or the salesperson told you, you look great in them?

Maybe you justified your decision wit…

A very powerful question to ask before making a sales proposal

When we hold a sales meeting we usually assume we have asked all the questions we needed to ask to have a really clear picture of the prospect's situation, how we can help them and propose a solution.

But there's very often something we didn't ask and the prospect failed to mention. And that could mean your proposal will not cover all their requirements and you won't make a sale.

Here's how to overcome this. Ask this POWerful question before considering making y…

How do you deliver bad news?

If and when you have to deliver bad news, whether it's to customers or potential customers, suppliers, associates, employees, or family or friends, it should never be in writing, although you may have to confirm it later that way.

Written communication channels such as letters, emails, texts, messages etc., do not allow you to soften bad news with tone of voice, facial expressions and body language. And they most certainly do not allow you to deal with intense and negative reactions, b…

A game-changing question to ask yourself

Picture this situation.

You need more sales and more income, and you need them fast.

You have several meetings to follow up on to try and close more sales. And mostly what you are thinking about whilst preparing for the follow up calls is how to close the sale and get the money.

Right?

But that's wrong!

For two reasons.

1. Closing the sale and getting the money is what will be on your mind, and that will likely reflec…

Why you should smile a lot more

Why you should smile a lot more

When you smile, your brain releases serotonin and dopamine and other endorphins into your blood stream. These are natural chemicals produced by your body which make you feel so much happier, relaxed, more able to stay focused and positive.

Research in Canada found that the average four-year-old smiles four hundred times a day and when you watch a group of children for a while, you'll notice they appear to be rather happy. That's b…

More on raising your prices

On December 2nd last year, we published a blog post titled 'Should you be raising your prices?' Soon after, I received the following email from a Member.

I'm sharing this with you in case you feel it could work well for you too, although I must add that this does not meet my criteria of 'absoute honesty and transparency at all times'.  

Dear Bruce,

Let me tell you a story.

In 1971 I was working for my family's business. One morni…

Retail Sales and 'I'm just looking!'

If you're in the retail business, then I'm prepared to make a hefty wager that you've heard the words 'I'm just looking' many times when you first greet a potential customer.

I hope you don't get upset when you hear this. You've probably said it yourself many times when you've been shopping around, and so you know it's almost a natural and automatic response to a salesperson who's working the shop floor.

So, what can you do to disrupt this auto-response mechanism and establish s…

Rock your brand with Col Gray at Pixels Ink

Transcript

Chris Haycock 0:10

So today we're talking about the fundamentals of great design, and the things that you nearly need to think about when you produce in your own designs for your market…

Success is an inside job

Success is an Inside Job

Published on December 17, 2020

Bruce King is interviewded by Alison O'Dornan

How Leaders get where they are!

As a part of our series about successful leaders inspiring the next generation, I had the pleasure of interviewing Bruce King, co-founder of The Rainmakers.

Bruce King is recognised internationally as a leading sales, marketing and personal growth strategist, and has addressed audiences and coached companies a…