Creating Rainmakers: The Managers Guide to Training Professionals to Attract New Clients
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Originally published: Holbrook, Mass: Adams Media, Rainmakers remain optimistic in the face of setbacks. They do not take rejection personally but see the whole process as a numbers game. They know that the more quickly you identify who is a waste of time, the quicker you can get to the ones who will pay off.
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So for them rejection just helps them move on to the next prospect. Rainmakers know that not every first-time touch will pay off. To compensate they respond by increasing the number of first-time touches they make. To them it seems obvious that you pursue many to win a few. Rather they stay focused on doing the process well and not personalizing failures.
In contrast it seems to me that as therapists we tend to take rejection personally and feel quite upset. When rejected we lose energy for the next encounter with a potential referrer.
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As a breed, most of us take responsibility for what happens in an interaction. But this quality has a downside. Because of our frequent successes in making relationships we are not very equipped for even the occasional setback. For us it is really hard to let it go and move on to the next potential referrer. We want to reach them all, as unrealistic as that may be. Seller: SatisfyingSplendor. Seller: SuperBookDeals. Seller: Book Depository US. Seller: Blackwell's U.
ISBN 13: 9781558508460
Seller: Chiron Media. Seller: secretofthebooks. Other Sellers. The Time commitment. Free customs procedures. Diversified payment, flexible. Free delivery. Free delivery in Phnom Penh. Safe shopping. With Fado Traction: Get a Grip on Your Business. Publisher Wiley. Publication date June 23, Language English.
Product Dimensions 6. Shipping Weight 1. Book length ISBN Best Sellers Rank Filled with in-depth insight and practical advice, this book will show you how to: Based on more than interviews with the principals of professional firms, including many of today's preeminent rainmakers, this valuable guide has the information you need to help your company succeed.
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Harding is the author of three books and often writes for such publications as the , , and. View more.
Creating Rainmakers - National Library Board Singapore - OverDrive
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