“Even if you are on the right track, you’ll get run over if you just sit there!” – Will Rogers
Remember when scientists used to seed the clouds to try to make it rain? They would fly
over rain clouds and dump salt pellets to try to force the rain from the clouds. I guess they
figured that they could just help Nature along a bit.
In my years of helping CEOs, business owners and professionals discover ways to grow
their business, I’ve seen many who sat around waiting for rain. They would wait by the
phone, hoping a prospective client would call or come to the business.
Their attitude seemed to be a combination of passive hope and resignation click here for more. They HOPE
someone will do business with them. They HOPE that others will initiate contact with
them. They seem resigned to whatever business floated their way.
Others, including some of the most successful, took positive ACTION “to make it rain”.
These are the ones who made calls, ran ads, got out of the office to make their own
contacts. Through their activity, these business professionals created opportunities for
A few years ago, my own business went through a slow period. As the business slowed
down, revenues decreased and the demands on my time decreased, too. For a while, I
enjoyed the slower pace. Then I figured out that we were on a path to financial disaster.
I realized that something had to change drastically.
Verna, my wife and business partner, finally said, “Get on the phone and stir up the
cosmic dust”! So, I took her advice and started making calls. I called everyone I knew. I
called past clients, old prospects and people from my old phone lists. I even called people
I knew in a previous company.
Also, I got out of the office and attended business mixers, seminars and other events
where business professionals (my target market) tended to show up. I got re-engaged with
my social media accounts.
Sure enough, after I started all the activity, we began to notice that the phone was ringing
constantly. We were getting calls from prospective clients wanting to know more about
our services. Even more interesting, many of the incoming calls were from people we did
It seemed like the very act of outbound activity was causing inbound business.
Time and again over the years, I’ve seen this phenomenon. Positive action, directed
OUTWARD seems to stir up the cosmic dust. It doesn’t work if the actions are directed
inward. No matter how many times you count the inventory, rearrange the furniture or
have internal meetings, these inward-focused actions won’t cause clients to show up or
prospects to call you.
So what does this mean for you?
Consider a couple of things. First, brainstorm the types of outward-focused activities that
are appropriate for your business.
Would it be appropriate to?
- Make calls (to whom?),
- Go visit (where?),
- Run ads (what type, when?)
- Buy some Google ad words (which ones, how much?)
- Accelerate your social media activity.
Would it be reasonable to attend mixers, seminars, do some direct mailings, conduct a
telephone survey, or canvass the neighborhood?
Next, pull out your calendar and start blocking off some time for these tasks. Generally,
this type of business-building activity is best done in blocks of time, so pencil in blocks
of one to three hours for this.
Clearly, most of these actions require preparation. To make sure you don’t make a career
of just the preparation, schedule the set-up tasks on your to-do list for specific days. That
way, you’re more likely to get them done.
Finally, just do it.
You know in your heart that you enjoy the results of this business-building action,
especially when the revenue starts to come in. The benefits to you and your enterprise are
legion. More clients, more revenue, better client relationships and happier employees are
just a few of the advantages you’ll realize when you take action to make it rain.
So, what are you waiting for? “Stir up the cosmic dust”. Be the RAINMAKER.
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