There are 24 hours in a day, yet you’re struggling to find even one hour to prospect. I used to believe this lie myself, and it hurt my progress. In this episode, I share how to overcome this mindset and carve out time in your busy schedule for prospecting.  

Plan It Out

• The simplest way to start prospecting is to plan it out. Set aside a specific time frame dedicated to finding clients.  
• Add this time block to your calendar and make it recurring. Consistently dedicating time will help you stay committed to prospecting.  
• While planning, set a clear goal for your session. For example, aim to have five meaningful conversations during this period. This will help you either move deals forward or identify prospects who aren’t the right fit.  

Accountability

• If you’re struggling to find time for prospecting or to meet your goals, share your intentions with someone else. This could be your manager or a fellow sales representative.  
• Let them know you’re focusing on prospecting and ask them to hold you accountable. Having a partner to check in with can help you stay on track.  
• If you’re looking for support, check out The Sales Evangelist Facebook group or Mastermind course linked in the resource section below.  

Practice Your Message

• Before reaching out to prospects, write down what you want to say. This will help you stay focused and avoid stumbling over your words during the conversation.  
• Additionally, research your prospect’s pain points and prepare a solution tailored to their needs. Being prepared will make your outreach more effective.  

Eliminate Distractions 

• Distractions like social media, emails, and family interruptions can derail your efforts. As soon as you sit down to prospect, something seems to pull your attention away.  
• To stay focused, put your phone away and let others know you need uninterrupted time to work. If you have young children, schedule your prospecting sessions during their nap or bedtime to minimize disruptions.  

You are the key driver of sales in your company, and no one else can do it like you can. Make the time to prioritize prospecting.  — Donald Kelly. 

Resources

The Sales Evangelist Sales Planner

Cold Call Openers

The Sales Evangelizers Facebook Group

Sales Mastermind Group

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

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