1/3/2024-Prospecting

Knowing how many pitch meetings drove your Q1 ’23 revenue is a crucial number that will guide your prospect efforts for this year’s Q1. Once you have that number, you’ll be a prospecting machine!

How’s your January calendar look? …got a full slate of meetings with prospects and clients?

GOOD NEWS! It’s not too late to get appointments this month. As is true with almost everything concerning prospecting, the issue centers on one question: How badly do you want it?"

Prospecting is a muscle game…it’s a game of brute force and determination.

Excuses and procrastination don’t book meetings, action* books meetings.

Dust off your Top 20 VIP prospect list and hit ’em all up today for meetings.

Nothing wipes out the cobwebs from a good holiday break more than Week One power prospecting.

As you reacquaint yourself with your VIP list, you’ll be distracted by silly tasks like moving names onto different lines and using colors to segment different prospects.

Those are just big procrastination moves. Rise above it…you’re smarter than to be derailed by those distractions.

Fight the rust…make some calls. Get some meetings. Tomorrow, you can fiddle with your list format.

If there’s one thing that will make you happy in the month of January – besides a big phat order landing – it’s seeing your Q1 calendar filled with pitch meetings.

As you know…you can never have enough meetings on the books.

Back in December, it was recommended you review how many pitch meetings you had in late ’22 and early ’23 that drove Q1 ’23 revenue. Figuring out that number is gold because it guides you on how many meetings you need to affect your Q1 ’24 rev.

The math is simple: determine how many days are in your sales cycle and then map how many meetings you had during that Q1 sales cycle last year. Compare it to what you have so far to affect your Q1 ’24 number and now you know your meeting goal for January (and maybe February, too).

The exercise is also helpful when determining whether your Top 20 KDM list aligns with where the money is. Don’t waste time getting meetings with anyone on that Top 20 list unless they can help you with Q1 revenue.

Shia LaBeouf is well known for his over-the-top "Just Do It" exultation.

Google it if you need a full dose of Shia, or you’ll catch some of the original production while watching this adorable 3 y/o girl mimicking Shia with her version of his message.

Either way, this 1-minute clip is fun, and the message is pure for today: pound the pavement! Do whatever you need to fire yourself up and fill that January calendar.