4 steps to kick start your prospecting in 2022

2022 has officially started and I’m back in Berlin after 12 days of holiday. I completely shut down and paused my normal activities and routines, including my prospecting.

And getting back to it on Monday was challenging, to say the least. I was rusty, I didn’t really remember what I was supposed to say, and the quality of my outreach was down. But I still got 5 replies and booked one meeting.

Here are the 4 steps I took to get back to it, and you can do it too:

1. Acknowledged that I was rusty

I switched off on the 23rd of December to spend time with my family and enjoy some great food. I completely stopped posting on LinkedIn, prospecting, and taking calls. I was totally off.

So when I went back to it on Monday morning at 08:00, it was a struggle. I stopped using my prospecting muscle for a while, and I could feel it.

My prospecting videos weren’t fluid, I was stuttering when leaving voice notes, but I didn’t care. I just focused on executing, and repetition would get me back to my pre-holiday level in no time.

2. Started with follow-ups

As my last touchpoints were on the 23rd of December, I followed up with every prospect as if the cadence hadn’t been interrupted. I review my 6-step sequence structure, checked the content of each touchpoint, and followed up with the right one.

Don’t get me wrong, it wasn’t easy. I had lost the flow of words, I kept stuttering and I had to redo my prospecting videos a few times. In total, it took me 10 minutes (it normally takes around half of it when I’m working at normal speed).

3. Found 5 new prospects

I use 3 sources to find 5 interesting prospects on LinkedIn, every day:

  • Profile viewers
  • My post likes/comments
  • Other people’s post likes/comments

As I hadn’t posted for 12 days, I only found 2 interesting prospects from my profile viewers. I captured them into my Outbound Prospecting List (more on that next week).

I then went to the last post I did on the 23rd of December, and luckily I found 3 interesting prospects. This task took me 15 minutes, which is again longer than normal.

4. Reached out to them

Finally, I quickly reviewed my prospecting scripts and engaged with these 5 news prospects.

It wasn’t nice to watch. It took me longer than before, I was confused and it felt like going back to the gym after a 2-week spring break (you know when everything cracks in your body…).

But after 4 days, I was back to my cruising altitude. This morning I started with my prospecting block and I was done in 20 minutes.

You can do it too. Your performance in Q1 will be determined by the pipeline you build in the next 3 – 4 weeks, so don’t spend too much time planning.

Start executing today.

And if you’re interested in building your prospecting routine for 2022, grab the New Outreach System for €59 instead of €79. Use the code “thursday20” on checkout.

P.S. When you’re ready, here are 3 ways I can help you.


→ Grab my 5-star course, The New Outreach System: How I use LinkedIn to get a 38% reply rate and an 11% meeting rate. Buy it here.

→Work 1:1 with me:
 If you need help booking more meetings, I can help you. We’ll go through your current situation and what’s not working. We’ll build an action plan to land you more meetings and more money in your pocketBook me here.

→ Grab my course, The T-shaped Sales Development Program: This is the most comprehensive course I have about sales development. You’ll learn everything from optimizing your LinkedIn profile for sales to finding hot prospects, and running discovery calls Buy it here.

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