Sales.

Selling gets a bad rap. Not just from attorneys. Selling has a long history of being maligned – going back to its beginnings as the Germanic word “sala” interpreted at the time as “to grasp or take”. Who wants to grasp or take anything – especially from clients?

The term “sales pitch” is generally credited to Billboard magazine – describing the shift from the use of dedicated announcers, to the use of actors and specially produced segments to sell as advertisements on network television.

Writers used the word “pitch” to describe words being “thrown at the listener” – as in “to sell”. This dates to the 1840s.

If this weren’t enough to turn professionals off – consider how most “sale” items are offered at a reduced cost.

Here’s how Rainmakers avoid this trap: Rainmakers don’t take or grasp – clients actively want to give them business. Rainmakers ask questions, share ideas with clients, and maintain ongoing communication. It is a rare occasion when they pitch – and when they do, they are fully briefed on what to expect and rehearsed their pitch with the client – they are on the inside track and likely helped develop the RFP.

Everyone has a choice – they can throw words or engage. One develops rain, the other frustrates the seller and the client. Engagement and idea-sharing turn sales into rain. And I can’t remember meeting a rainmaker who didn’t love what they did – and wasn’t respected by clients.

Be safe. Be well.

MBR

The MAD Clientist

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