Does your day usually start like this: you get to the sales office, have some coffee with the secretary, plink around ar your desk for a little while and then finally hit the road to see what sort of business you can scrape up off the bottom of a rock?
It doesn't have to be that way. Prospecting for sales is something that you should do every day, no matter how much or how little business you have. It keeps the pipe full.
You see, the idea is to talk to say twenty people, this is you prospecting by the way. Out of those twenty people, 2 might be interested in what you have to say and the rest might consider later. Out of those two , one will be a sale. If you know your numbers than your prospecting won't be such a headache and you will feel confident about what you are doing each day.