Making Rain

Learn to build client loyalty that lasts a lifetime

In this provocative and insightful book, client relationship authority Andrew Sobel sets out a series of innovative, practical strategies that any service professional, sales executive, or marketer can use to develop lifelong client loyalty. Based on groundbreaking client research, Making Rain contains the secrets that will allow you to develop a steady stream of new business with your existing clients on a day in, day out basis.

Clients are loyal to professionals who add value, build personal trust, and go the extra mile. Making Rain shows readers, step by step, how to deliver on these three ingredients of client loyalty at every major stage of the relationship. First, it illustrates how to break out of the expert for hire label and consistently win repeat business. You ll learn about the essential attributes of extraordinary client advisors; the six factors that create immediate personal rapport with a new client; and the nine breakthrough strategies that can distinguish you and your organization at the very start of a relationship.

Sobel then illustrates the growth strategies you ll need to break out of "steady supplier" relationships and truly become part of your client s inner circle. You ll understand, for example, why a singular focus on meeting client expectations is actually dangerous, and how to identify the next set of client needs. In the final section of Making Rain, you ll learn how to sustain your relationships over time and develop a true partnership with your clients; how to manage client relationships through turbulent times; and how to build an entire firm that consistently makes rain. Throughout, Sobel uses over 100 engaging and often humorous case histories and examples, and he offers fascinating profiles of leading historical figures such as Leonardo da Vinci, the Rothschild bankers, and Benjamin Franklin, who exemplified the ability to create a lifelong network of loyal clients and colleagues.