While I don't recommend fishing for whale sharks at the Georgia Aquarium with a kid's fishing pole, I do recommend fishing for your clients with effective techniques and approaches. For those of you who are familiar with fishing there are several elements you must always be aware of in order to be successful in fishing for fish or for clients.

• Time of year: Is it spring, time for the fish to spawn, or time for the company to look at their new fiscal year's budget?
• Time of day: Are you up early or late when the fish are hungry, or your prospects are active?
• Type of bait: Are you using an effective lure or an effective website to generate business?
• Location: Are you fishing in the right places where the fish, or an ideal prospect may reside?
• Technique: Do you know how to work the lure to best catch your fish or to make an enticing sale?

With so many variables sales is an ongoing process and the knowledge and experience that comes with it is invaluable. Always be analyzing your sales efforts and look for ways to improve your process and approaches.