By Keith Rosen, MCC
The Executive Sales Coach ^TM

As much as I would love to tell you otherwise, I'm sorry to inform you that even with your best intentions, every prospect will not become a customer.

At some point during your prospecting efforts you are going to determine whether or not that particular prospect is a fit for you and your product. Whether this prospect becomes a client of yours in the future or remains a prospect of yours for eternity, there still may be an opportunity to prospect them . . . but not for what you may think.

I'm referring to prospecting your prospects for other prospects. After all, your prospects know prospects who know prospects and on and on and on.

If you want to ensure that every prospecting effort provides you with the opportunity to maximize your time and uncover a new prospect, then consider this your last-ditch effort to find new prospects.

Let me explain. Let's say you contact a potential prospect who you initially feel could benefit from what you sell. You do everything in your power to try to convert this person into a qualified prospect. After speaking with them in detail, you've determined that there is not a fit. At this point, here are your options: