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Rain Making: The Professional's Guide to Attracting New Clients | 
 enlarge | Author: Ford Harding
Publisher: Bob Adams Inc. Publishers
Category: Book
List Price: $14.95
Buy Used: $0.01
You Save: $14.94 (100%)
New (20) Used (90) Collectible (1) from $0.01
Avg. Customer Rating:  20 reviews
Sales Rank: 268418
Media: Paperback
Number Of Items: 1
Pages: 287
Shipping Weight (lbs): 0.8
Dimensions (in): 9.3 x 6.1 x 0.8
ISBN: 1558504206
Dewey Decimal Number: 658.8
UPC: 045079004207
EAN: 9781558504202
ASIN: 1558504206
Publication Date: September 1994
Availability: Usually ships in 1-2 business days
Shipping: Expedited shipping available
Shipping: International shipping available
Condition: Shows some signs of wear, and may have some markings on the inside. 100% Money Back Guarantee. Shipped to over one million happy customers. Your purchase benefits world literacy!
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Product 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!
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| Customer Reviews: Read 15 more reviews...
 A must buy book! June 8, 2008
I read ed.1 in 1995 and found it a terrific resource. Ed.2 has been completely rewritten with much new material, so it is a essentially new book. Every client I work with has service as a significant part of their revenue. This book is the definitive guide to sales and marketing of services. It is clearly written, making it an easy read, but there is so much pragmatic material on measuring and implementing these tested and true ideas, that this should be your revenue bible. Buy it, read it, and keep it close.
Also check out Ford's site and blog
Ford's book is down to earth and effective April 21, 2008
We use his books to develop our people. How to write articles, why and how to network, building credibility, why you should not cold call, etc. It is all there.
Informative, technical approach to break down one's resistance to market one's services April 13, 2008
2 out of 2 found this review helpful
Ford Harding wrote: "Sales mean survival". Rain Making is aimed at teaching what most schools (engineering, accounting, law) have neglected to teach. Technical ability alone is not enough to advance one's career unless one is able to bring in new clients and build a business.
Although there are tomes of books devoted to marketing, Ford's voice is credible because he cut his teeth running a location consultancy, not a marketing consultancy.
He understands exactly how professionals dread the idea of selling. For instance, he debunks "Non billable time is wasted time" before he even starts on chapter one. Throughout the book, Ford keeps points out example after example of how the fear of rejection holds back one from making repeated phone calls and approaches. Ford explains how most people being marketed to are busy and how many instances of them not returning phone calls isn't because they think you are a nuisance, and calling them again is in no way impolite.
Ford is also very conscious of how wasteful people can be in marketing, and his approach is certainly not to "do everything" but to be purposeful in every marketing action taken.
For those new to the game, Rain Making uncovers how professional services are marketed. There is much emphasis on the technical aspects of marketing and network development. Each of these techniques are amply illustrated by case studies. For example, there is a right way and a wrong way of talking to reporters. I liked this approach, because it shows that even introverts can network and raise their profile effectively, as it is a skill that can be learnt and honed, rather something one innately have.
For those who have been marketing their professional services for a while. This book offers useful checklists that will serve as a useful reference for finding gaps in existing marketing efforts.
I can recommend this book as a solid no-nonsense set of instructions to succeed in one's professional practice.
A terrific book and practical book on business development February 16, 2008
3 out of 3 found this review helpful
I am familiar with Ford Harding's work from hearing him speak and attending his seminars. I am also an avid fan of his books. Ford is a marketing specialist in the area of professional services, and has advanced many careers by analyzing the techniques of many of the top "rainmakers" in their fields. I am particularly impressed that Ford's work is research based. Too many books on selling, marketing, or business development are simply anecdotal or in the personal-empowerment/encouragement genre. Ford's material is practical and based on his first hand interviews and observations with thousands of successful men and women. I highly recommend this and any of Ford's other books.
The first edition of this book (1994) was a classic. You definitely want to order this book even if you have taken his seminars or have a dog-eared version of the original, since he has written 5 new chapters and substantively changed many others. An example of an added chapter "10 Increasing Network Quality".
Chapter 3 is a must read! November 24, 2007
1 out of 2 found this review helpful
If you are at all interested in networking, Chapter 3 is one of the best writings on the subject. I highly recommend this book as a tool for building your business.
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