Hot Prospects: The Proven Prospecting System to Ramp Up Your Sales Career
Hot Prospects: The Proven Prospecting System to Ramp Up Your Sales Career
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Product Description
Whatever good or service you're selling, five likely customers are worth a hundred random names. No one can help you find new business by finding those five -- or five hundred, or fifty thousand -- best-qualified customers better than Bill Good.
For over a decade, Bill Good's guide to increasing new business by finding the right prospective customers has been an invaluable resource to people in every imaginable profession involving selling. Now completely revised and updated to include lessons on how email, fax machines, and the Internet can be incorporated into an effective prospecting and selling campaign, it is the most valuable tool a salesperson can own.
Anyone who does any prospecting or selling by phone -- from securities, insurance, and real estate to fund-raising -- knows the frustrations and rejections inherent in "cold calling." Many people come to fear it. But why should this be so? Certainly there are people out there who need and want the product you're selling. If only you could more efficiently generate a list of just those people, weed out the hopeless cases, and launch a simple and highly effective campaign to win them to your side. Prospecting Your Way to Sales Success shows you how to do just that. Bill Good draws on all he's learned from a long, successful career teaching companies and individual entrepreneurs how to create successful prospecting campaigns. He jettisons the stale, old-school, don't-believe-a-customer-who-says-no philosophy for a plan of attack that finds good prospects while quickly screening out unqualified, uninterested customers. From the first contact to the final close, Bill Good will help you design a complete, customized prospecting campaign.
In this new revised edition, bursting with fresh ideas for incorporating new media and new technologies into his proven campaign strategies, Bill Good has updated a classic and given salespeople everywhere a book they can't afford to live without.
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The concepts in this book have changed the way I think about prospecting and have helped me dramatically improve the results from my prospecting calls every day. I have used Bill Good’s concepts to build a niche business (retirement plan advice) from the ground up. I have used the Internet resources in this book to find the names of retirement plan participants to call at work, during the day. I then present and briefly qualify those who are interested. I routinely open 10-12 new client relationships each month.
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I just read the book, and it is a fantastic guide to increasing sales and improving client relationships now. I also looked at the website where there is a treasure trove of additional tools and ideas for those who buy the book. Even if you have not purchased the book…yet, you should visit the website http://www.hotprospects.com.
It is by far one of the best organized and useful websites I have seen. It does a phenomenal job of teaching, coaching, and motivating the reader to not only purchase the book (which anyone in sales should do), but aspire to get organized and achieve the high possibilities found in sales. The endorsements given for the book were extremely impressive. The look and feel of the website was clean, professional, engaging, and it had a good flow to it.
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I was pleased to have played a part in Bill’s new book.
Bill and I first met in 1973. At that time he was just a budding writer who also worked in the trenches, running a telemarketing room for an office supply company. It was during those early years that he began to formulate and test the successful systems that he wrote about in his books on prospecting and lead development. Fast forward to several months ago when I found myself sitting in my son’s family room with Bill Good while he was putting the finishing touches on some of the meatier chapters of his new book. (Did I mention did I mention that my son married Bill’s daughter?) We began discussing some of this material in depth. I suddenly realized that not only could I apply some of Bill’s brilliant insights to my own business, my clients could use this to double or triple their results from their RSVP advertising. Now let me tell you, Bill is not an ivory tower writer. He doesn’t just talk the talk, he walks the walk. The examples he gives in his book are not very, they come from real life. Lo and behold within the pages of Hot Prospects: Proven Strategies to Ramp up Your Sales Career you will find some references to RSVP Marketing, which emerged from my conversations with Bill that very weekend. I am honored to have had an opportunity to make even a tiny contribution to such a fabulous book.
Of course the reason I’m so excited is that what Bill has written will help our clients turn more of their RSVP leads into sales. Anyone in the advertising or lead generation business should buy this book and get it to their clients. The better job people do converting your leads to sales, the more advertising they will buy. By adding some of the structure from Hot Prospects, more of them will set appointments which, according to Bill, is the test of whether they are hot or not.
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Like almost all financial advisors, I’ve followed Bill Good’s writing and training for years and had the pleasure to learn from him. Bill is highly ethical and has great quality control.
I was at a conference once and another attendee casually said to me “When it comes to our industry, Bill Good is the smartest man in the world.” I sort of thought about that for a while and realized that he is probably right- there isn’t really anyone who does what Bill does who knows the business as well as he does.
Bill has trained, taught and in turn, learned from, the who’s who of the financial world for a few decades now including in depth observation of some leading financial pros for months at a time — not to mention meeting thousands of them at his training etc.
Knowing the impact his work has and the sheer number of fans of his work, there will be a lot of reviews like this – I highly recommend his book.
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I have been working with Bill Good Marketing for the last 18 years and he and his system have built my practice. Reading his latest book is like getting a large boast of energy to build some more. This book is laid out in such a way that no one following the instructions should ever not succeed. The book along with the awesome amount of free information from the book’s website make the price of the package way to cheap. Once again the master of the prospecting systems has done it so well, he has no competition. If you have a business of any kind, you owe it to yourself to get this book.
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I started as a financial advisor with a major full service investment firm in May of 1983 and “grew up” with Bill Good’s cherries and pits training and tapes (before “downloads!”). I began his Gorilla Marketing system in September 1987 (a few weeks before the crash) I guess I was doing around $250,000 gross at the time. He said I could double my production or work half as much. Well…. I’m glad to report that he helped me do more than both
I’ve been doing over a Million for the last 10 years, averaging around 1.5 million a year. AND never working on Thursday or Friday afternoons or nights or weekends. And I guess barely during the day!
As good as all that looks on paper, the reality is my clients have gotten older. For the last 10 years I’ve been at a bit of a plateau at this 1.5 level. I was feeling like I’ve been going in circles without a compass lately and then I saw his new book. I figured it’s basically the same book that he wrote 20 years ago. And in a way it is I guess, but he has TOTALLY inspired me with this new book! It’s all been completely rewritten reflecting our world in 2008.
The number one reason his training helped me in the 80′s and is helping again now is his way to take the emotion out of our prospecting and therefore make it possible to do the activities that are necessary to “happen upon” interested people. For me, it really makes the process almost fun (!) … (have I lost my mind?)
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Bill Good lays it out in detail. The writing is entertaining and useful. I have his earlier book and this is really a necessary adjunct to bring it up to date. It is not a rehash at all, though there are similar ideas. There is a myriad of additional information on his website with passwords strewn throughout the book. It is more than just a read — there are step by step instructions to implement a prospecting system for your business. I whole-heartedly recommend this book.
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Bill’s book has helped me realize a few things that I had forgotten when you are cold calling prospects. One of these is that when someone says they aren’t intertested, don’t push them too hard, otherwise you ruin your chances to “hunt” them another day. Also, don’t try to call prospects and be the salesperson too. This IS a waste of your valuable time because you cannot gain any momentum. Bill uses real world examples of what doesn’t work any why AND the correct approach to gain more sales.
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Extremely practical, easy to follow, the absolute best resources are provided on his website for us to use to apply the principles.. I’m so glad I bought this book..
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I purchased both books – “Hot Prospects” and “Prospecting Your Way to Sales Success.” I bought the latter title (3 copies) because it was recommended reading by an instructor,and the first (3 copies) because it happened to be on the same Amazon page. I shared the extra copies with my wife and a daughter. Both books are well written! Bill Good shares some great well researched concepts, and in retrospect, I believe consistant with my experience. My wife, Shelley, and Daughter started reading with “Prospecting …..” and prefer it. I started reading with “Hot Prospects,” and prefer it. What ever works for the reader is the criteria. Both are great books! But I will now rid my library of a couple titles that, not Bill Good’s, are a waste of time.
Thank you Bill good.
Kansas City Darrell