Prospects are Perishable- Handle with Care.

  What do you do when you get prospect from a costumer, direct mail advertising, or a friend? How long do you wait before you go to see the new prospect? Psychologically, the instant you get that prospect on a referral, or any other method, that prospect is the best prospect he will ever be. There is something about the psychology of a brand-new prospect, especially if he's

just been given to you by enthusiastic customer. I encourage you to go with all possible haste to see that individual. A week later you won't be nearly as enthused about the prospect. Even though the prospect's needs might not have changed, and he might have no earthly idea that he's even on your list, the fact is that you will be less enthused about him, which means you will be less effective in your presentation to him.
  The message is short, sweet, and clear. When you get a prospect's name, proceed with all possible haste to make the contact. Obviously, I'm going to assume you have now come far enough in the profession that you get all the information about the person when you get him as a prospect (or immediately thereafter) so you will be prepared to make the best presentation based on the prospect's needs.
  What about the prospect who calls in? It's even more important that you respond to that call with all haste. You're already crossed the first bridge on the way to making the sale; you've gotten action from a prospect who is interested in your goods or services. Now all you really have to do is handle the rest of the presentation, and if your services meet the needs and finances can be arranged, you're in business. The fact that the prospect called indicates an interest now, but it does not guarantee an interest a later date. And another salesperson selling a similar product may get there first and sell your prospect. The farmer spoke for all salespeople when he said, "Those who desire the milk should not seat themselves on a stool in the middle of a field in hopes that cow would back up to them." It won't happen-and prospects won't seek you out to buy although they are literally all over the field.