Social Prospecting: Where Does the Business Come From?

"Where's the beef?" Wendy's, the fast food chain, came up with this slogan in 1984. You remember "Show me the money" from Jerry Maguire. (1996). You've bought into social prospecting as a way to break into high-net-worth circles in the community, but you wonder, "Where does the business come from?" In sales, you have to ask for the order, but the connections you make represent six sources of potential clients. Social prospecting can greatly expand your connections (and prospects) within the HNW community, but you need to be proactive. Credit: Michael Svoboda/iStock