Sales people are constantly looking for new prospects. They spend countless hours and huge amounts of money searching for new leads and lists of customers they feel may result in more business.

There is an entire industry devoted to the marketing of every type of contact list you can imagine. Many of these are resold to other sales organizations who are all hitting on the same people. Often, these lists are old and the information is not valid or not up to date. Occasionally, you may get lucky and find the persons you want to sell, but you have wasted valuable time and resources finding them.

When you need sales to make your quota, or you need new business to replace other customers who have moved on, the best sources are referrals from your existing clients and people you know. To keep your account in the black, you must know how to prospect. The value of personal relationships is unlimited when you recognize how important they are and how to ask them to help you increase your business.