Prospect Every Single Day

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Desperately, you try to do it all at one time. That’s when you start to run into big problems because you have the demands of your existing account base and you have to prospect. And nobody wants to spend an entire day prospecting because as I said earlier, prospecting sucks. Suddenly, you’re overwhelmed with this big old pile of prospecting that you have to do.

So you don’t prospect. Instead, you go back to account management, which makes the problem worse. Because you’re overwhelmed and stressed out, you feel out of balance.

You start looking for an easy button solution to a south korea telegram data problem that, if you’re honest with yourself, you created. Not because of your workload, but because you were avoiding prospecting in the first place.

The key is that you need to prospect a little bit every day. And when you do a little bit of prospecting every single day, you begin to take advantage of the cumulative impact of all those little bits of activity.

Breaking up your prospecting activity into little bits that you do every single day also makes it easier. It’s a lot more palatable to do the things that you don’t want to do in small chunks than to save it all up and do it at one time.

The first thing you want to do is begin blocking time out for prospecting. That means that it needs to be on your calendar. You need an actual time block on your calendar every single day for prospecting.

Account management is going to consume most of your day, spending time with your existing customers. Those customers are going to be calling you. They’re going to be interacting with you. They’re going to be sending emails to you. So the best time to schedule your prospecting block is at the very beginning of the day.