Q P R O S P E C T I N G T H AT W O R K S 89 ings to organize their workload for the week and to hold inter- nal meetings. Trying to contact prospective customers on Mondays often will result in very short conversations, if they are even reachable. Another approach can be to set aside half days to pros- pect during the week. An example would be Tuesday afternoon, Wednesday morning, and Thursday afternoon. The half-day ap- proach can be an effective way to get into a groove with your prospecting activities. It also allows you enough time to make telephone calls, send correspondence, and make in-person sales calls. The downside to the half-day approach is that you have to be willing to put aside other things, such as dealing with customer issues that may arise during any given day. If you allow yourself to get distracted by customer issues, you