باران‌سازی: جذب مشتریان جدید، در هر زمینه‌ای که فعالیت می‌کنید ۲۰۰۸
Rain Making: Attract New Clients No Matter What Your Field 2008

1. Cover Page

2. Title Page

3. Copyright

4. Advanced Praise for Rain Making, 2nd Edition

5. Contents

6. Preface to Revised Edition

7. Acknowledgments to the Revised Edition

8. Acknowledgments

9. Introduction

10. Marketing Tactics: How Professionals Build Reputations and Generate Leads

11. Writing and Publishing Your Article

12. Finding a Podium

13. Marketing by Mail

14. Organizing Seminars and Conferences

15. Getting Publicity

16. A Few Words on the Web by Matt Caspari

17. Eliminating the Dread of Cold Calling

18. Building a Network: How Professionals Develop a Sustainable Source of Leads

19. Networking: The Alternative to Cold Calling

20. Special Rules for Special Networks: Trade Associations, Formal Networking Groups, and Internal Networks

21. Increasing Network Quality by Mimi Spangler and Gary Pines

22. How Markets Structure Networks

23. From Networks to Leads

24. Building Client Relationships That Last

25. Sales Tactics: How Professionals Advance and Close a Sale

26. The Sales Meeting: The First Five Minutes

27. The Sales Meeting: Questioning and Listening

28. The Sales Meeting: Offering Your Solution

29. The Sales Meeting: Formal Presentations

30. The Sales Meeting: Handling Questions and Concerns

31. Team Selling

32. Shortening the Sales Cycle

33. Writing a Proposal

34. Quoting a Fee

35. Turning Down Small Work

36. When You Lose a Sale

37. From Tactics to Strategy: What Works and What Doesn't

38. The Logic of a Sales Strategy

39. Simple Strategies That Can Help You Now

40. Self-Marketing: Experts Make Themselves

41. Market-Based Strategies

42. Conclusion: Becoming a Rainmaker

43. Appendix

44. Notes