Prospecting

Last spring I was sitting in my library and happened to be staring out the window (where WAS my mind?) when a Cooper's Hawk landed on top of the large azalea bush right next to the window and dove in. There was a whole lot of shaking going on but I couldn't see into the bush. In a moment, the bird re-appeared and took off.
Knowing that there was a bird's nest with eggs in that bush started me thinking. Had the hawk been watching for a while or did he just get lucky and notice activity in and around the bush? The bush is obscured from open visability for about 250 degrees of the circle with walls 15 and 30 feet around it. Was it luck and the hawk just knew instinctively that it was the time of the year to be hunting? I checked the bush and sure enough, the eggs were gone.
When we are prospecting do we keep our eyes and ears open? Do we network? Ask for referrals? Ask for the NEXT order? Do you occasionally make an unscheduled cold call just to squeeze one more chance in for a good days' work? Are you well read and keep up with the comings and goings of clients and potential clients? Are you checking the sign-in sheet to see who else is visiting your customer?
Some businesses have a limited number of potential customers. I had an account that if they sold 2 pieces of equipment every five years, they were somewhat happy. Other business have infinite opportunities. Develop a plan for prospecting which includes expanding business in your current accounts and finding new ones. Then, of course, implement the plan.