Page 246 - Social Media Marketing

CHAPTER TWENTY

MAKING RAIN:

TAKING ON

THE ROLE OF
RAINMAKER

A rainmaker is the person in an organization who is re-
sponsible for generating the most business. As rain-
maker, you are not responsible for harvesting the crop-taking or-
ders and attending to all of the other details of running your office.
Your job is to pull in enough business to keep the other members of
your team busy and productive with the harvest.
However, as rainmaker you are responsible for what you
say, do, and imply. Make sure that you always underpromise
and overdeliver-that you manage expectations right from the
start-otherwise, your team will be bogged down managing un-
happy clients and striving to achieve impossible goals. Make sure
your enthusiasm is not the only thing on which your customers
have to hang there hats. Salespeople are notorious for promising
the moon so they can play hero to their customers, but you have

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