Cover Page -- Title Page -- Copyright -- Advanced Praise for Rain Making, 2nd Edition -- Contents -- Preface to Revised Edition -- Acknowledgments to the Revised Edition -- Acknowledgments -- Introduction -- Marketing Tactics: How Professionals Build Reputations and Generate Leads -- Writing and Publishing Your Article -- Finding a Podium -- Marketing by Mail -- Organizing Seminars and Conferences -- Getting Publicity -- A Few Words on the Web by Matt Caspari -- Eliminating the Dread of Cold Calling -- Building a Network: How Professionals Develop a Sustainable Source of Leads -- Networking: The Alternative to Cold Calling -- Special Rules for Special Networks: Trade Associations, Formal Networking Groups, and Internal Networks -- Increasing Network Quality by Mimi Spangler and Gary Pines -- How Markets Structure Networks -- From Networks to Leads -- Building Client Relationships That Last -- Sales Tactics: How Professionals Advance and Close a Sale -- The Sales Meeting: The First Five Minutes -- The Sales Meeting: Questioning and Listening -- The Sales Meeting: Offering Your Solution -- The Sales Meeting: Formal Presentations -- The Sales Meeting: Handling Questions and Concerns -- Team Selling -- Shortening the Sales Cycle -- Writing a Proposal -- Quoting a Fee -- Turning Down Small Work -- When You Lose a Sale -- From Tactics to Strategy: What Works and What Doesn't -- The Logic of a Sales Strategy -- Simple Strategies That Can Help You Now -- Self-Marketing: Experts Make Themselves -- Market-Based Strategies -- Conclusion: Becoming a Rainmaker -- Appendix -- Notes.