Practice Management

New Edition of Ford Harding's Classic Book

Ford Harding has carved out a deserved reputation as one of the most highly regarded authors, trainers and consultants on sales in professional services. His books began with RAINMAKING in 1994, followed by CREATING RAINMAKERS in 1998, and then CROSS-SELLING SUCCESS in 2002.

Now he has issued a second edition of RAINMAKING, revised and updated. Here's his 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

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Even if you know Ford's first edition, this second edition is a must-read!

Full post as published by Passion, People and Principles on February 22, 2008 (boomark / email).