Rain Making by Ford Harding

By: Shama Hyder

As many of you regular readers know, I am a book-a-holic. I read voraciously and every once in a while I spot a real gem worth sharing with you guys! One of these books is Rain Making by Ford Harding. The tagline reads: Attract New Clients No Matter What Your Field. A big promise but the book delivers.

It teaches everything from how to work with media as an expert to do the dreaded….cold call successfully. This 2nd edition builds on his 1st successful edition released in 1994.


Here is a chapter list:

  1. Writing and Publishing Your article
  2. Finding a Podium
  3. Marketing by Mail
  4. Organizing Seminars and Conferences
  5. Getting Publicity
  6. A Few words on the Web
  7. Eliminating the Dread of Cold-Calling
  8. Networking: The alternative to Cold Calling
  9. Special Rules for Special Networks: Trade associations, Formal Networking Groups and Internal Newtorks
  10. Increasing Network Quality
  11. How Markets Structure Networks
  12. From Networks to Leads
  13. Building Client Relationships that Last
  14. The Sales Meeting: The First Five Minutes
  15. The Sales Meeting: Questioning and Listening
  16. The Sales meeting: Offering Your Solution
  17. The Sales meeting; Formal Presentations
  18. The Sales meeting: Handling questions and Concerns
  19. Team Selling
  20. Shortening the Sales Cycle
  21. Writing a proposal
  22. Quoting a Fee
  23. Turning Down Small Work
  24. When You Lose a Sale
  25. The Logic of a Sales Strategy
  26. Simple Strategies that can Help You Now
  27. Self-Marketing: Experts Make Themselves
  28. Market-Based Strategies
  29. Conclusion: Becoming a Rainmaker

Yes, you should order it now. Go here. If you have already read it, please share your thoughts below.


She is the founder & CEO of Zen Media. She has been named the “Zen Master of Marketing” by Entrepreneur Magazine and the “Millennial Master of the Universe” by FastCompany.com. Forbes, Businessweek, and Inc have all recognized her as one of the Top 30 under 30 entrepreneurs in the field of marketing. Shama has built a global audience and is known for helping brands succeed in the digital age. She is a bestselling author, an international keynote speaker, and has been named one of LinkedIn’s Top 10 Voices in Marketing for four years in a row.



Receive all of this for FREE! Get actionable ideas that you can implement today to reach new audiences, showcase your brand’s expertise, retain clients, and boost overall sales.

Take 5 with Shama Every Week for the BEST Content in Marketing, Technology, and PR

You are in great company! Over 600,000 business leaders around the world get our content. You will automatically receive our most popular content and access to exclusive material before anyone else!

    Digital Marketing

    See what they say