TY  - BOOK
AU  - Harding,Ford
TI  - Rain making: : the professional's guide to attracting new clients
SN  - 1558504206
U1  - 658.8 
PY  - 1994///]
CY  - Holbrook, Massachusetts
PB  - Adams Media Corporation
KW  - Professions
KW  - Marketing
N1  - Includes bibliographical references (pages 283-284) and index; 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
ER  -