Strategic Prospecting Touches to Build Familiarity With Prospects

The law of familiarity says that the more familiar a prospect is with you, the more likelythat they will engage. When i was in the uniform industry, would win thewhence the contract coming up. So if i knew their contract was coming up, i'm doing everything i can until i don't sell them and they sign another contract. As soon as igt signd ano ter contract, i'm moving on because i can't do anything with them for the next three to five years. The short answer is, i you no one to move on when they're no longer fit your ideal prospect profile.