Prospecting Question

[mmaedelins]

I say walk in without the research. So many people waste so much time organizing they don't have time to sell. Time in front of prospects is much more valuable than in front of a computer looking up a company's background.

Agreed! If there is a company you really want to write and are having trouble getting through the gatekeeper, that's when a little research on the owner's name, etc. may be helpful. But, at first, just go in and start from there. You may find you are researching companies you don't even want to write.