But a successful career in
salesmanship is not built on single orders closed. The master salesman
keeps on selling the same buyer and develops him into a steady customer.
He continues all the while to prospect the needs of that buyer, just as
thoroughly as if he were planning his first approach.
_Your initial success should be completed by after-service._ In order to
continue progressing toward your goal, you must "deliver the goods"
right along. You cannot keep your success growing unless you prospect
unremittingly for more and better opportunities to render service. Give
satisfaction in larger amount and improved quality from month to month,
and year after year. If you would continue to succeed, look ahead always
for more prospects and _seek in each of them new chances to broaden your
usefulness_.
[Sidenote: The Art of Prospecting]
If you prospect _skillfully_ (with art), your chances to find what you
seek will be remarkably increased. So look for your prospects
_cheerily_. Be _frank_ and _expressive_ in your quest.
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