In January 2022, I booked 8 outbound meetings for 400 minutes of prospecting. That’s 1 meeting every 50 minutes.
Here’s how I did it:
At the beginning of 2021, I decided to put a 30 minutes blocker at the beginning of every week day. It’s what Skip Miller calls a Power Hour. No one can book me, no one can disturb me as I’m 100% focused on getting rid of my prospecting tasks.
In 2022, I managed to reduce that slot to 20 minutes. It’s the first thing I do in the morning, no matter how busy my day is.
I start my day with this task because I know I will skip it if it’s not baked into my routine. It’s a bit like going to the gym. It’s not the most comfortable and enjoyable task, but it’s what you need to do to stay in shape (or generate opportunities).
I always start my day with the same ritual. I pour my coffee, I open my computer, and I start bumping messages to prospects in my sequences. It typically takes 5 minutes as I use one single sequence.
And yes, the 5 minutes include LinkedIn messages, videos, and LinkedIn voice notes. I always use the same asynchronous messages, which can be dropped in any channel or media.
Now that I have done my follow-ups, I start drinking my coffee (I don’t touch it before). I have added this small hack to my routine to gamify my prospecting.
As I’m a bit of a coffee addict, I’m motivated to get rid of my follow-ups, because it’s the only way to drink my coffee. And if I’m too slow, I’ll drink a cold coffee (which I hate).
While I’m doing that, I look for interesting prospects who have visited my LinkedIn profile, reacted/engaged with my posts, or reacted/engaged with someone else’s post.
Sometimes I find them in 5 minutes, sometimes it takes me 15 minutes.
Finally, I contact these 5 new prospects. If I’m not connected with them I send them a connection request. If we’re already connected I skip the connection request and I go with a Tolstoy video.
If you’re curious to know what I say in the video, go check this article I wrote a few weeks ago.
This part of my prospecting routine never takes more than 5 minutes.
As you can see, booking 8 meetings in January isn’t the result of some magic new tool or channel. It’s the natural outcome of consistent, daily prospecting.
I show up every day and I:
Outbound prospecting is no rocket science. It’s about showing up every day and doing what everyone else won’t do.
It’s really that simple.
And if you need help building your prospecting routine, go check the New Outreach System. You will learn how to:
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