Sell and Market Like a Pro!In this new edition of his classic book, Rain Making, Ford Harding reveals step by step how--even if you've never sold a product in your life--you can become a top performer in your organization. Filled with easy-to-use strategies, checklists, tables, and guides, this book shows you how to:Write articles for professional publicationsMake cold calSell and Market Like a Pro!In this new edition of his classic book, Rain Making, Ford Harding reveals step by step how--even if you've never sold a product in your life--you can become a top performer in your organization. Filled with easy-to-use strategies, checklists, tables, and guides, this book shows you how to:Write articles for professional publicationsMake cold calls like a sales proNetwork to build a lasting customer baseDevelop a winning sales strategyWith this book at your fingertips, you'll get the marketing and sales skills you need to survive--and flourish--one sale at a time!...
|Title||:||Rain Making: Attract New Clients No Matter What Your Field|
|Number of Pages||:||336 Pages|
|Status||:||Available For Download|
|Last checked||:||21 Minutes ago!|
Rain Making: Attract New Clients No Matter What Your Field Reviews
Decent book. Best suited for those who're in initial stage of their business development careers ( like me) and require high-impact face to face meetings frequently to close a sale. Provides a structured approach to develop a personal marketing strategy. I felt it somehow lacks how to incorporate new age digital marketing tools.
Comprehensive guide to marketing professional servicesProfessionals are highly educated individuals who deal with consequential matters: Attorneys present life-and-death cases in court. Architects design graceful buildings. Engineers turn designs into stone and steel realities. Accountants decipher complex tax rules. But while these and other professionals are often remarkably able in their fields, many have no idea how to market themselves or their services. This manual by professional-services marketing expert Ford Harding covers all the marketing techniques you will ever need to know. The sales tactics section alone is worth the purchase price. getAbstract considers Harding’s comprehensive book a refresher for salespeople and required reading for professionals who think sales was someone else’s job.
Great book on sales, sometimes counter intuitive. Motivational and good for anyone that is going to try to persuade others.
"You must sell yourself to sell your firm.... 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" (14). "You have to develop new skills and go through the discomfort of gaining some marketing and sales experience, but once you do, it will enhance your sense of control over your own fate, add to your recognition with clients and peers, and become a source of pride and pleasure" (18). "In selling, you must learn not to see efforts that produce no results as failures, or you will become demoralized, and you will fail. Selling requires bouncing back from adversity" (20). "The final decision on which professional to hire comes down to emotion. The client recognizes that several firms can do the work and hires the one he likes, justifying his decision with logic after the fact" (190). "Many clients ask for a quote during preliminary discussions, either because they want to avoid wasting your time and their own if you cost more than they can afford or because they are just curious. Avoid giving a number. You can usually forestall further discussion by saying that your fees vary greatly depending upon the exact services provided and that you will have to learn more before you can give an estimate" (262). "In many ways, selling is more fundamental to being a professional than doing or managing the work that follows. Professionals that sell must see the client's big picture. To win, they must understand how the work they are being asked to do fits into a client's larger world. The understanding you gain during a sale places you in an unequaled position to structure and oversee all work that follows" (327).