He may not have the least idea that he wants you.
Prospecting his needs is part of _your_ job as a salesman of yourself.
An expert accountant sold himself into a fine position as the auditor of
a great corporation by anticipating that the Company would need to have
its system of book-keeping revolutionized in order to prepare for the
Federal income tax. He prospected what was coming to that business; then
sold the president comprehension that he lacked an expert accountant he
was going to need badly before long.
One of my own experiences as an accountant illustrates the value of
specific prospecting. When I was studying accountancy, I bought every
authoritative publication on the subject. For one set of forty books I
had to send to London. Each volume related to the peculiar accounts,
terms, etc. of one business. There was a book on brewery accounting,
another on commission house accounting, and so on through the list of
forty businesses. To each volume I afterward owed at least one client.
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