Rain Making Attract New Clients No Matter What Your Field

ISBN-10: 1598695886
ISBN-13: 9781598695885
Edition: 2nd 2008 (Revised)
Authors: Ford Harding
List price: $14.95 Buy it from $3.00
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Description: In this new edition of his classic book, Rain Making, Ford Harding reveals step by step how-even if you've never sold a product in your life-you can become a top performer in your organization. Filled with easy-to-use strategies, checklists, tables,  More...

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Book details

List price: $14.95
Edition: 2nd
Copyright year: 2008
Publisher: Adams Media Corporation
Publication date: 3/1/2008
Binding: Paperback
Pages: 336
Size: 6.00" wide x 9.00" long x 1.00" tall
Weight: 0.462
Language: English

In this new edition of his classic book, Rain Making, Ford Harding reveals step by step how-even if you've never sold a product in your life-you can become a top performer in your organization. Filled with easy-to-use strategies, checklists, tables, and guides, this book shows you how to: Write articles for professional publications, Make cold calls like a sales pro, Network to build a lasting customer base, Develop a winning sales strategy. With this book at your fingertips, you'll get the marketing and sales skills you need to survive-and flourish-one sale at a time! Book jacket.

Preface to Revised Edition
Acknowledgments to the Revised Edition
Acknowledgments
Introduction
Marketing Tactics: How Professionals Build Reputations and Generate Leads
Writing and Publishing Your Article
Finding a Podium
Marketing by Mail
Organizing Seminars and Conferences
Getting Publicity
A Few Words on the Web
Eliminating the Dread of Cold Calling
Building a Network: How Professionals Develop a Sustainable Source of Leads
Networking: The Alternative to Cold Calling
Special Rules for Special Networks: Trade Associations, Formal Networking Groups, and Internal Networks
Increasing Network Quality
How Markets Structure Networks
From Networks to Leads
Building Client Relationships That Last
Sales Tactics: How Professionals Advance and Close a Sale
The Sales Meeting: The First Five Minutes
The Sales Meeting: Questioning and Listening
The Sales Meeting: Offering Your Solution
The Sales Meeting: Formal Presentations
The Sales Meeting: Handling Questions and Concerns
Team Selling
Shortening the Sales Cycle
Writing a Proposal
Quoting a Fee
Turning Down Small Work
When You Lose a Sale
From Tactics to Strategy: What Works and What Doesn't
The Logic of a Sales Strategy
Simple Strategies That Can Help You Now
Self-Marketing: Experts Make Themselves
Market-Based Strategies
Conclusion: Becoming a Rainmaker
Appendix
Notes
Index

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