Click here to order your copy of Rainmaking Made Simple today! Introduction PART A. MARKETING ATTITUDE Chapter 1 - Your Attitude Is Everything How Can I Change My Attitude Toward Marketing? Chapter 2 - Listening Wholeheartedly How Can I Understand Client Needs? Chapter 3 - Make Marketing Fun Can Marketing Really Be Any Fun? Chapter 4 - Learning from Rejection How Can I Avoid Rejections? (Hint: You Can't) Chapter 5 - Excuses for Failing to Market What Are the Most Common Excuses for Not Marketing? Chapter 6 - Integrating Marketing into Your Daily Practice How Do I Integrate Marketing into My Daily Practice? Chapter 7 - Living Your Priorities How Do I Make Marketing a Priority? PART B. SATISFYING YOUR CLIENTS Chapter 8 - Keeping Clients Satisfied How Do I Keep Clients Coming Back for More? Chapter 9 - Twenty Ideas for Increasing Client Satisfaction What Concrete Ideas Do You Have for Increasing Client Satisfaction? Chapter 10 - The Case for Gathering Client Feedback Why Bother to Get Client Feedback? Chapter 11 - Follow Up on Your Professional Advice How Can I Demonstrate to My Clients That I Genuinely Care? Chapter 12 - Generating Endless Referrals How Do I Generate More Referrals? Chapter 13 - Using Bills As Marketing Tools How Do I Get Marketing Mileage from My Bills? Chapter 14 - Collecting Your Fees at Year End How Do I Avoid Year-End Collection Problems? Chapter 15 - Raising Your Fees How Do I Raise My Fees without Losing the Client? PART C. SELLING SKILLS Chapter16 - Ten Fatal Selling Errors Professionals Make What Are the Most Common Mistakes Made? Chapter 17 - Avoid Random Acts of Lunch (or How to Make Your Business Development Pay Off) How Can I Avoid Wasting My Marketing Effort in Random, Unplanned Actions? Chapter 18 - The Myth of Asking for the Business Do I Have to Ask for the Business Right Away? Chapter 19 - Dealing with Objections How Do I Handle a Client's Objections? Chapter 20 - Why Clients Hire You What Are the Deciding Factors That Cause Clients to Hire Me? Chapter 21 - Making Cross-Selling Work in Your Firm How Do I Approach My Partner About a Cross-Selling Opportunity? Chapter 22 - Measuring Return on Investment in Marketing Training How Do I Measure My Return on Investment? Chapter 23 - Marketing in Slow Times What Do I Do When Things Slow Down? PART D. NETWORKING SKILLS Chapter 24 - The Ten Most Common Networking Mistakes Where Do Most People Go Wrong with Networking? Chapter 25 - Networking Isn't Selling How Is Networking Different from Selling? Chapter 26 - Working for the Room: Networking During Social Events How Can I Work the Room in a Way That Leaves Me Feeling Comfortable? Chapter 27 - Networking One-on-One How Do I Conduct Effective Networking Meetings? Chapter 28 -Your Elevator Speech How Do I Respond When Asked "What Do You Do"? Chapter 29 - Developing Your Network How Do I Develop My Network? Chapter 30 - Staying in Touch With Friends and Clients How Do I Get Back in Touch with Someone I Haven't Spoken to in a Long Time? Chapter 31 - Building Relationships with Board Members How Do I Develop Business Relationships with Board Members? Chapter 32 - Conferencing with a Purpose How Do I Get the Most Marketing Mileage out of Conferences? PART E. PUBLIC SPEAKING, PRESENTATIONS, AND PUBLICATIONS Chapter 33 - Getting in Front of the Right Audience How Do I Find Choice Speaking Engagements? Chapter 34 - Using Speaking to Win New Clients How Do I Get Clients from My Public Speaking? Chapter 35 - The Secrets of a Winning Presentation How Do I Win More Beauty Contests? Chapter 36 - Making Publications Pay Off How Do I Make Publications Pay Off? PART F. OTHER RAINMAKING SKILLS Chapter 37 - Turning Professionals into Entrepreneurs How Do I Get Professionals to Think Like an Entrepreneurs? Chapter 38 - Differentiating Yourself How Do I Differentiate Myself from My Competitors? Chapter 39 - Random Acts of Golf and Other Recreational Activities Is Golf or Another Recreational Activity a Poor Use of My Scarce Marketing Time? Chapter 40 - Marketing by Project-Based Professionals Can Project-Based Professionals Really Market? PART G. LEVERAGING YOURSELF: WORKING WITH AND THROUGH OTHERS Chapter 41 - Finding and Keeping Great Associates How Do I Keep Great Associates? Chapter 42 - Developing Associates How Do I Develop Associates' Marketing Skills? Chapter 43 - Jump Starting Others' Marketing Efforts How Do I Motivate Others to Market? Chapter 44 - How Coaching Can Contribute to Your Success How Is Coaching Different from Training? Chapter 45 - Giving Effective Feedback How Do I Give Others in My Firm Feedback? Chapter 46 - Increase Your Credibility Through Coaching How Will Coaching Increase My Credibility? PART H. PUTTING THIS BOOK TO WORK Chapter 47 - Annual Planning Guide for Professionals What Are the Elements of a Personal Marketing Plan? Chapter 48 - The Maraia Marketing Challenge Afterword Appendices to Chapter 17 End Notes Recommended Readings and Resources Index   Mark M. Maraia Associates * Phone 303-791-1042 * E-mail markmaraia@earthlink.net || Order the Book || Table of Contents || || Read Excerpts from the Book || Write Your Own Foreword || || Endorsements || About the Author || Contact Us || || Maraia & Associates, Inc. || Home ||