The amount of time we spend calling prospects to secure appointments is a function of the quality of the names we call. If we ‘cold call’ people to find prospects for our custom computer equipment, the ratio of calls/appointments will be very high. The best way to meet prospects for your specialized product or service is through a referral; an introduction by a common friend. We will make fewer calls to secure more productive appointments if we solicit referrals and quality introductions to use during our prospecting calls.