Keep Your Prospects “Warm”
Successful rainmakers are the first to recognize that there are only so many hours in the day, so many days in the week, so many weeks in a month, and so many months in a year. Successful dealmakers look at the big picture. Although they focus their attention on hot prospects, they recognize the importance of their mid-level prospects (who may have a need for their service within, say, the next two years) and their low-level prospects (who may not have a need for their service for the next several years). The job is to keep these “cold” prospects “warm.”
While you are actively courting hot prospects, use the ideas in this book to remain in the forefront of the minds of your cold prospects. By doing so, you may see the ...
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