Rainmakers hold to a concrete rule that the value they provide clients always should be worth far more than the money they ask. Rainmakers are realists. Clients seldom pay big prices for mediocre performance. They evaluate the nature of each interaction between themselves and their customers. They commit to providing the highest level of service their customers have ever experienced.
Rainmakers target potential new accounts with laser precision.
They've learned that it's wiser to target and cultivate relationships only with those firms that are certain to bring measurable value. They nurture relationships by faithfully staying in touch through letters, e-mails or voice mails. Rainmakers almost instinctively understand that when trust must proceed commitment, a profitable customer relationship is always a multiple-contact process. They align themselves with customers' real concerns and devote their efforts to reducing the stress that clients' growing risks produces. The underpinning to the rainmaker's systematic success today is technology.