When agencies get in front of a live prospect they act like a 16-year
old boy on his first date with the head cheerleader and can’t see to
stop them selves from asking for the business. You can’t “sell” them
on hiring you. You have to wait for them to buy.
Prospecting is not about getting the business. It's
relationships so you can be considered
to get the business. It requires a slow, civilized and consistent
approach just like the knights of yore courting milady in the castle.
Pace yourself. Take your time. It’s a distance race, not a sprint.