Bill Good's new book
Prospecting guru Bill Good has a new book coming out. The book "Hot Prospects" published by Simon and Schuster is due out 8/12/08.
For my money, anything Bill Good has to say is worth listening to. And certainly this book is a must read for all in our industry. Well, at least those of us who need to prospect.
Thanks BondGuy, I definitely have a prospecting problem. I should be at the office making dials, but I’m at home like a chump, and have been for months, even though this is the best prospecting time of my career right now.I have tried Bill Good's system but it was too big to really managed efficiently. It worked really well for my partner back in the day so I pre-ordered it. The excerpt from the book is interesting. Instead of trying to get people interested after they say, "Not interested", just say, "Thankyouverymuch" and move on. It might make things less frusturating...interesting.
Snaggs,Have you read Prospecting Your Way to Sales Success? I use alot of principles in that book, particularly the cherries and pits principle in my contact management program (ACT!). Get it from ebay cheap, just make sure its the 2nd edition. Stok
Buy Bill’s first book. As Stok says, it will give you a lot of ideas to use in your biz. More impotantly it will give you a propector’s mindset which is; you are the rejector, not the rejectee. "Oh, you’re not interested in what I’m offering? Then I’m done wasting my time with you- thankyouverymuch-click-dial tone- and off into the electronic haze you cast them. It is their loss not yours.Hopefully Bill's new book is as timeless as his past book. We'll see. regardless, I'm confident that it will give me at least one good idea that I can incorporate into my practice or mindset.
"So what’s the minimum energy requirement to get a prospecting campaign off the ground?
I have calculated that prospecting seven hours per week for at least 12 weeks is the average amount of energy it takes to get a prospecting campaign off the ground. Putting in more hours will get it off the ground faster, but putting in fewer hours will probably cause the control tower to say: "Tow that clunker off the runway. We've got some heavies that want to get off the ground."
The best formula is one hour per day and one evening per week for two hours."I have found value in his information, but maybe he should change his name to 'OMG I'm so @#$%ing damn Good Bill Good' according to his calculations... Comments?
Only seven hours per week and one evening per week??? Am I reading that right?I assume this is referring to someone that already has a book, and is looking to start a new campaign? Because wow, if I could be successful prospecting 7 hours per week, sign me up for that program!
[quote=B24]Only seven hours per week and one evening per week??? Am I reading that right?I assume this is referring to someone that already has a book, and is looking to start a new campaign? Because wow, if I could be successful prospecting 7 hours per week, sign me up for that program![/quote] Ditto for me, as well! I could sleep till 9am, take a 2-hour lunch, and leave work in time to play 18 holes before supper.Ohhhhh yeahhhhh...
Those numbers are from the hey day of cold calling. Even then I found them suspect. Not that Bill is/was wrong, just that in my personal experience it took more time. Then i found out that I had SDS, slow dialer syndrom. First we tried exercises to speed things up, then meditation to focus my attention. Finally, I was admitted to the Cold Call Cowboy Clinic and employed their 12 step program " Hi my name is Bondguy, won’t you buy a bond today?" It worked, the rest is history.Yeah, 7 hours a week was a little lite back then, definately lite today. Still 7 hours a week is better than 0 hours a week. Back in my cold calling heyday I usually called 5 hours a day as a minimum. That yielded 9 prospects per day (1.83 per hour).
Current Issue of Research mag has some excerpts from his book. Looks like another winner.
A week or so ago I glanced through his table of contents for the new book and it was almost identical to his last book so I was ho hum about it thinking it would be like a Brian Tracy rehash, "Eat that Frog" ; "Boil that Frog" "Flip that Frog" ect... (don't get me wrong he is awesome...but am I the only one that sees he rewrites all his stuff over and over again...I just read his latest "Flight Plan" so I had that thought fresh in my mind)Anyway, however I read the excerpts today in Research as well and the text has definetly been refreshed so now I am excited again it looks like a winner. I can't wait to get it.
has anyone read the new book?I have read the first one in the last few months and found it extremely useful. I looked through the table of contents and notice there is some carryover from the first. I was wondering if the book is a re-write/refresh of the old one or really have any substantial new material.