In this issue:

Writing off December as no business development? Hold on...


Books of the Quarter

Men and Women the differences in Christmas Shopping

VOLUME 4 • WINTER QUARTER • December 2006

  
 

  Writing off December as no Business Development? Hold on...
                  Why not use it to build relationships and keep in touch with your best clients?
                                       The rewards can be very real :


        One of our consultants told me this story… “In January, I got a call from the Head of Services of a major client who I hadn't spoken to in about 4 months. He started out by saying that he was so pleased that I had taken the time to write a personal note on my Christmas card--especially as he knows how busy we all are here.  Then he asked us to work on a really high profile project that's worth approximately £50k."

      Maybe we would have been given the project anyway, but it obviously helped make sure we were "front of mind" when he needed to pick up the phone. Not a bad return for a first class stamp, a £4 Christmas card and about 2 minutes of effort!!

Here a few suggestions you might like to try if you want to make the most of the Christmas season:

1. If you're sending cards.... how about adding a handwritten note of
       2-3 sentences. It only takes moments to add a personal
       touch but it will go a long way in making your card stand out.

 2. Another way to separate your card from the pack is to get it in
       the mail by the 15th of December so it arrives ahead of the
       flood of holiday cards.

 3. For you really important key clients, select a book as a gift to
       match the recipient's interests. You'll find Amazon has
       endless books to send as gifts.( Click here if you want to see
       our Rainmaker selection.)

4. If the last week of December is a slow time for you, consider
       inviting a good client or referral source to share a leisurely
       lunch with you during this time.

5. If you've been looking for an excuse to get in touch with someone
       you haven't talked to in a while, use your New Year's
       Resolution. You can always start the conversation with a
       little flattery “ My New Year's Resolution is to get back in touch
       with some of my favourite former clients.
       You were at the top of my list. How are things going?"

Don't let the month of December slip by without taking advantage of the special opportunities it presents for business development.
You'll be glad you did when you see the results in next year.

 Merry Christmas and a Happy New Year to you and yours
                       Rob Biggin (The Rainmaker's Coach)

   

  

Books of the Quarter

  
This month our featured book is "The Rainmaker's Toolkit" by Harry Mills. For really dedicated students of the Rainmaker's art form. The book takes the elements of building a services business and expresses them in a readily understandable form and structures the process

                                   Click the book to see our other picks 

  
   Men and Women: The differences when Christmas shopping!
    
        Have you ever wondered why your husband or boyfriend parks in the space furthest away from the entrance to the shopping mall? Is he blind? Is he crazy or is he just getting at you?
Well, it’s none of those things. He parks in a male way – he needs to be near to the exits!

         
         Imagine the scenario, you walk into a party at a couples’ house – someone that you have known for a while. You know a lot of the people there, but it doesn’t feel quite right. What do you do? Well, as a female you fire up your invisible antenna, they scan the room, they suss out the mood. They keep sweeping the guests until you find out just what’s going on. A dirty look from your host crackles across the room and explodes into the face of her husband. In return he turns his back and continues to laugh with his friends or flirt with the little blonde who’s just moved in to 23. Your antenna flit back to her, she crumbles with rejection and slinks of to the kitchen to console herself with another canapé. All this time, your husband is imitating Mr Bean by rising up on tip toe and trying to see beyond the people in the room, looking at who is where and sussing out the best vantage point for beer or conversation.

           On the way home in the car, you say “Blimey, Jim and Mary aren’t getting on well!” and he says “Huh? I never noticed!” This is how it is! He is looking for exits and targets! You are looking for relationships and moods! That’s why he parks so far away! He needs to be near to the exit! He needs to know how to escape and how to get you out safely. We on the other hand are looking for relationships, nurturing and the mood of the place! Have you ever gone to a new town to shop and not liked the “mood” of the place?

        Once you have parked (and not ripped each other’s heads off) the next challenge is the shopping itself. You want a black dress for the Christmas dinner dance. You enter the mall and he spots the first department store which he suggests you look in! You are delighted by his attention and so you gladly go in. He looks on the store directory and tries to find the sign that says “black dress” – you explain that it is probably in “women’s wear” so he concedes and he boards the escalator (first). At the top he is off and like a chef fan-chopping mushrooms, hunts down a black dress. He marches over to you wearing a large grin! “Here you go!” and presents you with a black dress.

        You may like it – you may not, but, you don’t want to say “yes!” to the first dress, do you?! Somehow that would be cheating. You want to browse, try a few on, look in other shops too; in case you see a bargain! So you turn your nose up a little and suggest that you continue to look. He hunts out black dress after black dress, eventually you settle on one (which may or may not be the first one). He is pleased! He has hunted a suitable dress for his woman! Hunting over, it’s time to go home, to rest, to play.

        Alas no, you really need a new pair of shoes and a bag and maybe some new make-up to go with such a great dress! You can’t understand why he is so grumpy! Doesn’t he want you to look good? He feels cheated that he has to continue hunting – after all, she wanted dress not dress plus…You now feel bad because you think that he is being brisk with you because you have not paid him any attention! So to make it up to him you suggest that maybe it would be a good idea to stop somewhere for lunch. You want to make him feel that he is getting a treat too. The reaction is swift! “No, just find what you want and let’s get out of here! It’s too busy!” he retorts. The fact is he feels cheated again; now you are trying to make a day of it! For men, shopping is hunting, for women, shopping is a relationship building graze.

 The fact is that we are different – not better or worse – just different!

So what do you do now that Christmas is hurtling towards us at a fast rate of tinsel?

1.      Unless your husband REALLY loves shopping; leave him at home!

2.      If he has to go too, give him a shopping list of things that you need.
     Then send him off to hunt them out – be specific though!

3.      Set a time for meeting up (preferably at a restaurant or café).
     Then he can show you all the items he has hunted for you.
         You can enjoy a nice, satisfying drink whilst he shows you!

4.      Be clear and specific upfront about what you need and ask him what he wants too.

5.      Accept the car park issue! It’ll never change!

 Good Shopping! Wishing you a Merry Christmas and a Happy New Year
                                                                        
                                                      Lynne Copp
    Click here for a free pdf on
    Dancing round the Handbags

 

   

  

What we obtain too cheap we esteem too little; it is dearness only that gives everything its value."
Thomas Paine, British author, political theorist (1737-1809)

  

  
Coming soon
    
Crafting a Powerful Executive Summary in your proposals.
A few tips to making sure that you have your best foot forward in your effort to win business

  

"Sometimes one pays most for the things one gets for nothing."
Albert Einstein, German physicist (1879-1955)