Harding, Ford <br/><br/>
Rain making  : the professional's guide to attracting new clients 
/ Ford Harding 
 - 287 pages :  illustrations 
<br/><br/>Includes bibliographical references (pages 283-284) and index. 
<br/><br/>Part I. Marketing tactics : how professionals generate leads Writing and publishing your article Finding a podium Networking the alternative to cold calling Special rules for special networks: trade associations, formal networking groups, and internal networks Building client relationships that last Eliminating the dread of cold calling Marketing by mail Organizing a seminar or conference Getting quoted in the media Part II. Sales tactics : how professionals advance and close a sale Questioning and listening Presenting Handling prospect questions and concerns Writing a proposal Quoting a fee When you lose a sale Part III. From tactics to strategy : what works and what doesn't Simple strategies that can help you now Self-marketing experts make themselves Market-based strategies Your firm's strategy and you Creating a breakthrough strategy 
<br/><br/><label>ISBN: </label>1558504206 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Professions--Marketing
<br/><br/><label>Dewey Class. No.: </label>658.8