Wednesday, 20 September
Today's Topic
Prospecting

Skill + Do

Given it’s likely you have little left to play for in Q4, start thinking about all the initiatives on the calendar for ’24. Prospecting momentum gets built easier when your message gets targeted.

There is definitely a rhythm to prospecting: it may be hard to get going, but once you break the seal, you feel the momentum build exponentially. That’s when your competitive juices flow, and you start enjoying it.

THAT’S what you’re shooting for today. Get into the mo’ jet stream.

Past recommendations in this space have focused on blocking off small increments of time, e.g. 20-30 minutes, as a way to make prospecting feel less daunting. And that’s fine.

But don’t forget to commit long runways of time to build prospecting momentum that feeds on itself. There isn’t a seller on the planet who doesn’t feel a rush when a prospect agrees to jump on a Zoom, or better, commits to a meeting. The only way to get to that point is to churn through the numbers and keep it going.

Given this is late September, and it’s likely you have little left to play for in Q4, start thinking about all the initiatives on the calendar for ’24. When you review your Top 20 list of KDMs and/or the other contact management tools you have, filter them based on the big ’24 initiatives.

Prospecting momentum gets built easier when your message gets targeted.

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"It’s hard to beat a person who never gives up." Babe Ruth

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