Rain Making by Ford Harding

By: Shama Hyder

As many of you regular readers know, I am a book-a-holic. I read voraciously and every once in a while I spot a real gem worth sharing with you guys! One of these books is Rain Making by Ford Harding. The tagline reads: Attract New Clients No Matter What Your Field. A big promise but the book delivers.

It teaches everything from how to work with media as an expert to do the dreaded….cold call successfully. This 2nd edition builds on his 1st successful edition released in 1994.


Here is a chapter list:

  1. Writing and Publishing Your article
  2. Finding a Podium
  3. Marketing by Mail
  4. Organizing Seminars and Conferences
  5. Getting Publicity
  6. A Few words on the Web
  7. Eliminating the Dread of Cold-Calling
  8. Networking: The alternative to Cold Calling
  9. Special Rules for Special Networks: Trade associations, Formal Networking Groups and Internal Newtorks
  10. Increasing Network Quality
  11. How Markets Structure Networks
  12. From Networks to Leads
  13. Building Client Relationships that Last
  14. The Sales Meeting: The First Five Minutes
  15. The Sales Meeting: Questioning and Listening
  16. The Sales meeting: Offering Your Solution
  17. The Sales meeting; Formal Presentations
  18. The Sales meeting: Handling questions and Concerns
  19. Team Selling
  20. Shortening the Sales Cycle
  21. Writing a proposal
  22. Quoting a Fee
  23. Turning Down Small Work
  24. When You Lose a Sale
  25. The Logic of a Sales Strategy
  26. Simple Strategies that can Help You Now
  27. Self-Marketing: Experts Make Themselves
  28. Market-Based Strategies
  29. Conclusion: Becoming a Rainmaker

Yes, you should order it now. Go here. If you have already read it, please share your thoughts below.

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