Rain Making Attract New Clients No Matter What Your Field

Name: Rain Making Attract New Clients No Matter What Your Field
Price: 2.82 USD
Availability: InStock
ISBN: 9781598695885

ISBN-10: 1598695886

ISBN-13: 9781598695885

Edition: 2nd 2008 (Revised)

Authors: Ford Harding

List price: $15.99

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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, 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.

Book details

List price: $15.99
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 0.80" tall
Weight: 0.748
Language: English



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