Catching fish depends on many factors:
  • Where and when you're fishing
  • The time of day
  • The season and weather
  • Your experience level and your equipment
While anyone can wet a line and eventually get a bite, learning some basics about fishing technique will greatly increase your chances. You can have the best fishing rod and reel in your hands, but unless you know how to rig your tackle, how to cast, and work your lure or bait in the specific waters your fishing, at the end of the day, you'll just have a nice rod and reel in your hands.

Taking this piece of advice into consideration, prospecting is very similar to fishing. Getting a great prospect depends on similar factors:
  • When and where you are prospecting -
    • You will get better results if you are out and about, and not staying at home preparing your "warm market list." If your list has been worked over and over, it's time to get out and meet some new people.
    • Join the Chamber of Commerce or Rotary. Join the Honolulu Salespersons Association. Get out and look for opportunities to network and meet new people.   
  • The time of day -
    • If you approach someone in the morning when they are rushing off to work or to pick up the kids, you need a great one line "elevator speech" to capture their attention and get the green light to contact them at a later time
  • The season and the weather -
    • When is prospecting season? Just be prepared. You never know when the opportunity to share your experience will arise so you need to be on your game.
    • You also need to know when it is NOT appropriate to prospect. Be sensitive to the occassion and have a tasteful approach. Sometimes it is not appropriate to bring up business, so make a mental note and follow up at a later time. You will receive more respect and credibility as a professional if you conduct business in a business-like setting - not at a niece's birthday party (for example)
  • Your experience level and equipment -
    • If you are just starting out at the sales game, allow yourself some room to grow and develop your skills. We all made mistakes when we were learning.
    • The more you practice your approach, the better you will become and it will be a natural inclination to talk about your business when the opportunity presents itself.

So go out and be a Fisher of Men. Fish where the fish are. Take your tools with you and be prepared to catch the big one!