10/17/2023-Prospecting

Some days, prospecting is easy, and you can go for hours, other days, mmm, not so much. How you prospect is up to you, but you must figure out what kind of prospecting approaches work best!

Isn’t it bizarre how many other business matters become code red urgent when your "PROSPECTING TIME" calendar reminder pops on your screen?

Prospecting…ugh.

Hey…chin up. You are not alone in this. All sellers struggle with prospecting discipline.

You have exhibited tons of discipline in everything else in your business, so it’s not like you’re starting from scratch in that department.

The easy way to activate your discipline for prospecting is to figure out what formula works for you. There are many ways to engage in prospecting activities; the discipline comes easy once you find what works for you.

Today, try the burst technique of prospecting.

Set your alarm for :55 minutes past the hour and prospect hard for five minutes. Do this every hour today. Even if you have to duck out early from a few internal meetings…do it.

Whether you send 10 emails, leave five voice mails, or make one call to a friend at another company and ask them to make an intro for you…do it during that five-minute block each hour.

Resume your schedule at the top or the hour, but drop everything and prospect when five minutes remain in each hour.

If you execute just six times today, you’ll have prospected for a half-hour. Excellent.

More importantly, does the burst method work for you?

FACT: you need to be in the right mind frame to prospect.
FACT: sometimes, you must force yourself into that mindset.

One might refer to that as a form of discipline, one might also chalk it up to fear, as in… "I gotta prospect, or my pipeline will shrink."

Either or.

You’ve tried the time-blocking trick of reserving time on your calendar…and sometimes it works, but sometimes it doesn’t. That’s okay. While you need to get in the right mindset to prospect, you must also figure out what prospecting format works best for you.

Some sellers run the red light whenever they see that 30-minute "Prospect" block on their schedule. Others never reserve time on their calendar yet figure out how to do some prospecting regularly. (Good for those folks!)

The point is to find out what works best for you…and do it repeatedly.

If used efficiently, five minutes is a ton of time to get good stuff done!

In this less than 5-minute video, you’ll be inspired by a class of primary school kids who demonstrated that it only takes five minutes a day to make a positive impact. Watch them and admire their recycling and gardening tips, plus their joke-telling!

Their contagious enthusiasm will help you enact your five-minute burst prospecting approach today.

And then…go to bed happy tonight knowing you tapped into your prospecting discipline!