How To Become A Rainmaker by Jefffery J. Fox book reviewed by Tim Jacquet on The Core Business Show with Tim Jacquet. Rainmakers talk to customers who are familiar with their products, or who already use the product, or who have a high probability of using the product. Big companies are generally better prospects than small companies in the same industry. Successful customers are generally better than struggling
customers.
Rainmakers help the customer see the money. They turn benefits into dollars. Always dollarize – quantify the customer’s return on his investment in your product. Calculate the financial consequences to the customer – the cost of going without your solution.
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