This is a great example staying in front of the customer in a precise, meaningful way. Rather than trying to break down the door, Mark McKellar was invited through the door. Staying in front of the customer and prospect doesn't mean pestering them. It means figuring out messages that someone wants to hear and then creating effective ways to deliver them so they get the customer's attention. Get serious about prospecting.
Most salespeople play at prospecting.
Few prospect in good times because they are always busy. Unfortunately, salespeople tend to think that there will always be plenty of customers when business is jumping. In fact, there's nothing worse than trying to eek out sales making cold calls. It's not making calls to get appointments. What worked years ago is out of synch now.