“That reminds me of this telemarketing guru I heard about,” I interjected. “He recommends that phone solicitors ask customers in the first ten seconds if they have interest in hearing about the product they’re selling. If the customer says no, then they politely say thank you and move on rather than going through their entire pitch. As a result they make ten times as many calls, but only invest their time making their complete sales pitch to prospects who have just qualified themselves.”
