Prospecting is simply the act of finding prospects – those people who need your product or service – while they are hiding in a sea of suspects. You must keep your focus on the goal: finding prospects. You can’t let your attention become diverted by the many suspects you will encounter along the way. When you’re prospecting, you’re like the Coast Guard’s Search and Rescue team, looking for a small raft of shipwreck survivors in a vast ocean. The work may be long and tedious, but the goal is certainly worthwhile and rewarding.