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Rain Making: Attract New Clients No Matter What Your Field Paperback – Mar 1 2008


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Product Details

  • Paperback: 336 pages
  • Publisher: Adams Media; Second Edition edition (March 1 2008)
  • Language: English
  • ISBN-10: 1598695886
  • ISBN-13: 978-1598695885
  • Product Dimensions: 22.6 x 15 x 2 cm
  • Shipping Weight: 540 g
  • Average Customer Review: 4.8 out of 5 stars  See all reviews (12 customer reviews)
  • Amazon Bestsellers Rank: #88,990 in Books (See Top 100 in Books)


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Format: Paperback
Every professional service provider or consultant should own this handy marketing guide. Concise and smoothly written, it delivers essential information without beating around the bush or leaving out anything important. Once it is on your shelf, don't let it gather dust. From strategic advice on which marketing method may work for you to concrete help on presentations, fee-setting and client relationships, this is packed with utility. Many professionals neglect marketing because the time spent at it isn't directly "billable." Of course, that's like a farmer neglecting planting, because it isn't harvesting. The book is thorough, if not particularly innovative, and it does get a bit rah-rah at times, but those are minor quibbles. We recommend this practical, complete and essential set of instructions on how to generate clients for your professional service practice.
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Format: Paperback
I am the author of the book Futures For Small Speculators and Single Stock Futures For Small Speculators as well as the president of Liverpoolgroup.com.
Our focus is in the futures, commodities, and option business. We trade oil, cattle, gold, currency etc. By being a published author I thought it was enough. Mr. Harding forces you to push the envelope and did a little deeper in order to leverage each one of your talents or skills to move to the next level in client acquisition and more importantly retention. He constantly makes the distinction between "good service" and doing a "good job". They are not synonymous and play an important role in helping you when it comes to rain making.
This book showed me MANY examples of how to guide and direct new business to the company. I was astonished that I was doing somethings right, but the things that I was doing right were being negated by the actions I was doing wrong. This is a great book and was a joy to read. One reading is not enough. This book must be read three to four times with a highlighter and a notepad- so you can write down the numerous ideas that will occur to you as you read the book. Keep handy as a reference. The only thing I wish is that the book had used a slightly larger type face. It is problematic when you want to take notes.
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Format: Paperback
Rain Making: A Review
I am an applied psychologist and have been plying my trade for the last 26 years, during 23 of which I have been independently employed. The countries in which my clients are located include Europe, Israel and the United States.
After having read the book Rain Making, by Ford Harding, I can whole-heartedly recommend it to professional consultants (for example, accountants, management consultants and the like) who market / promote / sell their services. While I do not know to what degree people who sell, but do not sell consulting services, can benefit from this book, I can safely say that Rain Making is an excellent book for those who do sell such services.
There are a number of reasons that I recommend Rain Making so highly. One is that the methods, techniques and tips that are presented are done so in a very clear and systematic manner. This makes them not only easy to understand but, not less important, easy to remember. Another reason I found the book so satisfying is that the ideas and recommendations it offers actually work! I have applied a good number of them and can safely say that they have increased both my drive and motivation (an essential ingredient for sales success!) on the one hand and my sales, on the other.
Why does Rain Making do such a good job? For one, in addition to presenting concrete and effective recommendations and suggestions, it also presents a sales weltanschauung or world view / ideology which, if adapted, can help make for long-term sales success because it places the client in center-stage, as the factor of prime importance.
In addition, the fact the author has obviously "been there" and actually sold consulting services, enables him to understand my world and the challenges and opportunities of which it is made.
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Format: Paperback
When I started my business, I wasn't sure how to begin marketing, and ordered this book. I believe it is the only book I will ever need. Of course, Part I: Marketing Tactics is the part I most heavily use as a resource for marketin ideas, but the advice in Part II (How To Advance and Close a Sale) and Part III (What Works and What Doesn't) have also been very useful. My favorite parts though, are found in the Appendices: Building Your Bio, How to Prepare Presentation Visuals, How To Write a Press Release, and What Makes a Good Brochure.
This book contains a multitude of useful information for recruiting, maintaining and expanding business relationships. I'm glad it was the first marketing book I ordered and read.
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Format: Paperback
For sales that are not to complex this is an outstanding read covering the basics of lead generation and relationship building.
Complex, highly contested sales need to be learned on the front lines.
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Format: Paperback
There is not that much in print about marketing professional services, and much of what exists is warmed-over nonsense. Not so with this book, which focuses with deadly precision on what today's professional must do to market well and prosper.
"Though a buyer of manufactured goods seldom thinks about those who produced them," Harding writes, "one who buys professional services almost always does. Unable to try out or even look at a service before buying it, the buyer does the next best thing by assessing what it would be like to work with the professional who delivers it. This means that, sooner or later, all professionals must market if they want to advance their careers and grow their firms."
Harding's book is designed as a self-help guide for professionals who want to stay employed and keep their careers from plateauing. Reviewing time-tested strategies for positioning and visibility, such as writing, speaking, networking, and media exposure, he repeatedly cautions that the professional must take time to do these things as a matter of survival even if time is tight and the firm is not offering much support for these efforts. "It is always better to be doing some marketing than none," Harding states. "Making progress on marketing is as urgent as making progress on a client's project."
Every one of the specific topics, such as writing, making presentations, getting publicity, and so on, has been written about in entire books that can obviously devote far more time to those topics. Yet Harding does a remarkable job of condensing savvy ideas into the space available, and keying them specifically to professional services. The book contains numerous guides, checklists, and samples to help get each idea off the ground.
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