[Sidenote:  Temporary Conditions]

Prospect to learn not only permanent conditions in your field of opportunity, but also any temporary conditions that might affect your chances to succeed.  Mental and emotional “waves” sweep over the country and over local communities at times.  Billy Sunday’s revivals in various great cities brought success opportunities to particular businesses, but had injurious effects on others.  You should take such factors into account when studying your prospects.

The manufacturers of that successful innovation, the “Service Flag,” took advantage of the sudden demand for such an emblem.  When war came, they saw into the future and perceived a new lack.  But the need for Service Flags was temporary.  Before the war ended they were displayed everywhere.  To-day none are seen.

Now there has come into existence The American Legion, which seems certain to be a great political and social power in the United States for generations, as was the G.A.R. after the civil war.  Any man who hopes for political success in the course of the next thirty or forty years must prospect the thoughts and feelings of the veterans of 1917-18.

[Sidenote:  Analyze Individuals]

You will have specific as well as general prospects.  Hence it is essential that you supplement your study of conditions with the analysis of individuals.  Study men with the greatest care, especially the one man or group of men upon whom you want to impress ideas of your capabilities.  Learn all you can regarding the personal characteristics of the individual to whom you hope to sell your services or “goods.”  Your knowledge of his traits and peculiarities, your familiarity with his life purposes and hobbies, may assure you a chance to succeed with him that otherwise you could not get.  A friend of mine is the president of a big ice company, but he is not so much interested in cooling people’s food as in warming their hearts with his genuine brotherhood for all men.  There isn’t much prospect for anybody to sell him “a cold business proposition,” even though he is a dealer in ice.

[Sidenote:  Hobbies]

Do not, however, make a “hobby of hobbies.”  Only the big hobbies of your man are worth especial study.  Never harp on any of his little idiosyncracies.  He may be sensitive about being eccentric.  It is bad salesmanship to pretend an interest in another person’s whims.  You cannot use his hobbies to help your prospects unless you share his feelings to a considerable degree.  My friend who believes and practices the doctrine that all men are brothers would be sure to detect quickly a false humanitarian bent on a selfish purpose to exploit his hobby.

As already has been emphasized, the object of the good salesman when prospecting is to discover the lacks of men who might benefit from the things he has to sell.  If you are looking for your prospects with that service purpose, you have taken a long preparatory step in the process of selling your qualifications.  Find the employer who needs your best ability, and your success will be assured the moment you get into his mind the true idea that you are the man he has been looking for.