Sales

What you are trying to do when prospecting is to find a company or business with whom you can form a business relationship involving the exchange of your services or products for their money. If you make a list or record of the amount of money which that company or business exchanged because of your efforts during a one year period, you would know the dollar value that that company or business contributed to your yearly sales. This dollar value will also tell you how important that company or business is to you.

That company or business is called an account.

Now, if you took all of your accounts and added up their yearly transactions or purchases, you would have your yearly total sales. If you divided your yearly sales by the number of accounts, you have the average value of one account. If you had 50 accounts whose average value was $7,500, then your yearly sales would be $375,000.

That's what you are looking for when you prospect — accounts. The more accounts you can get (and keep) the more your sales will be.