Hot Prospects, Cold Prospects
Hot prospects are the clients-in-the-making who have a need or willingness to develop a relationship with you in the immediate future. Cold prospects are those people with whom it looks like you have reached a dead end.
I strongly recommend that you develop and maintain a tracking list for both groups. When someone who was perceived as a hot prospect becomes a cold one, close the loop by sending the person a summary of the last communication you had. Document it in your tracking system and transfer it to your cold prospect list.
Many people throw away the time they spend with what looks like a no-close piece of business. They often find, however, that months and even years later, the prospect returns with a piece ...
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