It seems obvious, but it is surprising how often many entrepreneurs – particularly when business is tight and markets are in flux – will continue to fish in the same pond – hoping that the fish will be there long after they have moved on, searching for a richer feeding ground.

Successful sales people never do that. They sell to a specific, targeted group, people who are both willing to listen to the offer and are able to pay the asking price. They stay tightly focused. And they prospect to a group that shares his or hers worldview.

Whatever the bait or the kind of fishing rod you are using, it is important to always remember that prospecting is – time consuming so it is important to make sure you are doing all the right things – starting with a pond that is well stocked.