Hot Prospects: The Proven Prospecting System to Ramp Up Your Sale

By Bill Good

Book Overview

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.

• Format: Paperback
• Language: English
• ISBN: 145164826X
• ISBN13: 9781451648263
• Release Date: March 2011
• Publisher: Scribner Book Company
• Length: 272 Pages
• Weight: 0.05 lbs.
• Dimensions: 0.7" x 6.0" x 9.0"

Customer Reviews

Cold calling is NOT a waste of your time

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.

It worked for me :)

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?)

Hot Prospects is Hot

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.

Bill Good - knows his stuff

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.

Bill Good updates his classic work

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.