Rain Making: The Professional's Guide to Attracting New Clients

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Professionals are faced with increased competition as a result of rapidly changing economic events. Accountants, architects, attorneys, management consultants, and engineers are being forced to make a critical transition from being producers of services to marketers and salespeople. Often this transition can be difficult for firms accustomed to traditional methods of ...
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Overview

Professionals are faced with increased competition as a result of rapidly changing economic events. Accountants, architects, attorneys, management consultants, and engineers are being forced to make a critical transition from being producers of services to marketers and salespeople. Often this transition can be difficult for firms accustomed to traditional methods of operation.

Filled with easy-to-use strategies - shows members of any profession how to:

  • Develop and customize a marketing strategy
  • Network effectively and turn network contacts into solid leads
  • Write new articles that will draw new clients
  • Take the trial and error out of cold calling
  • Use direct mail and the media to attract new clients
Harding's book eases the difficulty of selling professional services to prospective clients with its easy strategies. It is a how-to book for professionals who feel uncomfortable with also having to be salespeople.
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Product Details

  • ISBN-13: 9781558504202
  • Publisher: Adams Media Corporation
  • Publication date: 1/28/1997
  • Pages: 288
  • Product dimensions: 6.10 (w) x 9.28 (h) x 0.77 (d)

Customer Reviews

Average Rating 4.5
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Sort by: Showing all of 2 Customer Reviews
  • Anonymous

    Posted August 23, 2004

    Excellent theoretical guide

    Written from a theoretical and academic viewpoint, the book provides solid advice and an excellent overview of the rainmaking process. As better explained in the books on selling the invisible, marketing services is a challenge and very few books on advertising or marketing are helpful. This book provides an excellent overview and some down to earth practical suggestions, but too few in my mind to be of much help. Its value is even less for the small firm or an individual professional. While one understands that it is hard to give both an overview and practical nuts and bolts, this book is balanced too much on the theoretical.

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  • Anonymous

    Posted May 19, 2004

    Packed with Knowledge!

    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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