Whether you're fishing or selling, the same principles for achieving success hold true. Sometimes you may want the sheer surprise of what comes up in the net. If you want impressive results worthy of the effort, however, you're much more likely to catch what you want if you Prospect, Prepare, Place and then Present your appealing lure in just the right way and in the perfect spot.
If you think of the market as the ocean, you can cast a net all day long and drag in what floats by, most of it to then be picked through and tossed back. The alternative is to focus your efforts down to the market segment and prospects -- down to the “small water” -- that lets you clearly see what you want to catch. Then it's a matter of working that spot to maximum advantage. They don't all bite, but you can clearly tell if what you're Presenting is a match for what they want. And when they do hit – Wow!
The thrill of catching a Big Fish in small water is unlike any other. Enjoy the Fishing – and the Journey!