rainmaking skills - overview - online academy

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2 Course Overview | Rainmaking Skills | onlineacademy.co.za

CERTIFICATE IN

RAINMAKING SKILLSFor the professional in a fi rm who must make the transition from doing managing work to marketing and selling it, as well as for the professional who is already marketing and who wants to enhance his or her skills. It is also for the sole practitioner who needs to sell to stay in business.

Historically, training of professionals to win new clients has been haphazard. Law, accounting, engineering, medical, and architectural schools teach nothing about selling. This is also true of most business schools, surprisingly so, given that a sale is what defi nes the existence of a business. Many fi rms off er in-house education on technical issues, and almost all provide such training on the job, but marketing and sales training falls short. Most of us must learn by trial and error.

SHORT COURSE MODULES

Rainmaking Principles

Selling Trust

Generating Referrals

Beyond Referrals

01

02

03

04

Course Overview | Rainmaking Skills | onlineacademy.co.za 3

COURSE DURATION

HOUR MODULES

MODULES

HOURS

144 The phrase ‘soft skills’ is often used to describe the

skills which characterise relationships and other people, or how you approach interactions.

For many people, the so-called soft skills are often some of the most diffi cult skills to develop. Job-re-lated expertise (hard skills) are essential in any profession. However, over the last 10 years, under-standing has grown that perhaps soft skills may ul-timately be more important in determining levels of success.

Hard skills are a basic minimum necessity in order to operate in a particular workplace. Whether or not you are successful in your career may depend on how developed your soft skills are.

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Please take note that these hours are only estimated times.

Our online courses and workshop training for continuing professional development, written by professionals for professionals and involving thoughtful online interaction with your peers, go a long way towards resolving issues.

The most significant advantage of self-study is the independence it offers. Studying alone allows delegates to concentrate and focus on their studies at their highest level.


RAINMAKING SKILLS

WHAT YOU WILL LEARN

• Understand and defi ne the concept and defi nition of rainmaking.

• Understand the reason why rainmaking is a necessity for professional practitioners.

• Understand the most common excuses for professionals not marketing their practices.

• Identify and understand the differences between successful and unsuccessful rainmakers.

• Understand what buyers or clients of services really want.

• Recognise trust and understand that it grows rather than just appears.

• Understand the concept of trust-based selling.

• Understand relationship building and its concepts.

• Understand the term referral marketing, what are referrals and who refers.

• Creating a referral network is the most fundamental part of the entrepreneurial business.referral network is the most fundamental part of the entrepreneurial business.referral network

• Understand the concept of word of mouth marketing.

• Identify how many people engage with a service and how many users share their experience.

• Understand how to secure safe and effective introductions.

• Identify ways to connect with a prospect by using e-mails as introductions.

• Recognise the benefi ts of event marketing.


WHO SHOULD DO THISCOURSE?

• Persons in a senior marketing and selling environment.

• Persons interested in generating referrals and selling trust.

This short course is designed for the following audience:

For this short course, it is advisable that you have the following experience/knowledge:

• Learners with extensive knowledge on the subject.

• Learners with 5-10 years’ workplace experience.

• Fully competent professionals.


WHAT YOU WILL LEARNR A I N M A K I N G S K I L L S

01RAINMAKING PRINCIPLES

Many professionals believe they must act in unseemly ways in order to become rainmak-ers. In fact, the more you remain to yourself, the more effective your rainmaking. The best foundation to a professional’s prac-tice is the enduring relationships they have formed during their career.

02SELLING TRUST

This module will teach you to see how the suc-cess of your professional career depends on trust. Whether you are hiring someone to look after your legal affairs, your taxes, your child, or your car, the act of retaining a profession-al requires you to put your affairs in someone else’s hands.

04BEYOND REFERRALS

People do not do business with us until they trust us. We should meet all our new prospects by starting at the highest point of trust. That is a referral (or introduction) - borrowed trust! We borrow the trust in one relationship long enough to earn our own trust in the new relationship.

03GENERATING REFERRALS

77% of all businesses do not have a plan to go after referral business. Most businesses’ “referral” programme is: “Give good service and hope for the best”. But that rarely works. They are ignoring the 85% and hoping to get results from the remaining 15% who might see their advertisements.


THE BENEFITS OF

ONLINE SKILLS DEVELOPMENT

Forget about attending classes for hours, sitting in an uncomfortable chair, and suffering from back pain by the end of the day. You will not be bound to physical class sessions when you opt for online education. All learning materials are provided online, so you’ll easily access them from the comfort of your office or home.

A self-paced system enables learners to make progress with a rhythm that suits them. This does not require attending live sessions; you can access the materials at any time that works for you. If you have to work or take care of your home and children during the day, you can study at night. An advantage the traditional educational system cannot beat.

The fact that online programs are cheaper when compared to the ones held in a traditional campus setting is enough to convince you to consider them. The average tuition for online courses depends on multiple factors, so it varies from one program to another. Take note! Free courses don’t usually come with a certificate of completion.

It doesn’t matter where your career stands at this moment; an online program will always look good on your resume. It will show potential employers that you’re committed to learning and that you’re eager to obtain more knowledge and new skills. You will certainly become a better candidate for a job promotion.

COMFORT

SELF-PACED LEARNING

LOWER COSTS

IMPRESSIVE RESUME


Course level: 02Study fi eld: Maketing SkillsCourse cost: R875.00 incl. VAT

Course level: 02Study fi eld: Customer ServiceCourse cost: R1750.00 incl. VAT

AVAILABLE NOW AVAILABLE NOW

Have you considered asking your boss to pay? Currently, over a quarter of our learners report that their employer has paid for their course.

Look at our Corporate Package that offers access to ALL OUR COURSES at a fraction of the individual price. Visit www.onlineacademy.co.za to fi nd out more or contact us at [email protected]

R875.00 including VAT

Pay less with the corporate solution

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rainmaking skills - overview - online academy

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