From Dawn to Dusk: Mastering the Art of Strategic Prospecting

The 4 Time Elements to Prospecting

Prospecting is never easy. It is hard, it takes time, and it can be uncomfortable at times - but it’s always worth it.

When you prospect, you are going out into the world and finding potential clients that you can work with. Prospecting helps to bring in new clients and grow your business so that you can keep making money for years to come.

But here's the thing: prospecting takes time. You have to build a process that finds people who need your product and service, and then convinces them that they should buy from you instead of someone else. Whatever business you're in, this doesn't happen overnight.

So don't get discouraged when you don't see results right away! Stick with it and remember that even the biggest businesses take time to build.

The more people or companies that are interested in your offer, the more likely it will be for one of them to become a customer. This is why prospecting is important for every business owner - even if their company has been around for decades! Some people may think that if their business has been successful for years then there isn't any need to go out and find new customers; however, this isn't true at all!

Allocating time for prospecting is only step one. The next step is using that time to actually prospect. Too many business owners will set aside an hour a day, but then use the entire hour getting ready to prospect. If you allocate an hour of time, make sure you're using the first thirty minutes to prepare, and the last thirty minutes for actual prospecting.

When I'm asked how much time business owners should spend on prospecting, I would say you should be working on it all the time, but we know that can’t be done as we have the day job to do (particularly if you’re a solopreneur). The bare minimum should be 10 hours /week and divide that in 4 quarters, if you can do more, then do more!

1. You should spend your first quarter finding new leads and qualifying them.
2. The second quarter should be spent on existing customers or accounts, building relationships, making new deals and asking for referrals.
3. The third quarter should be spent on making calls with your warm prospects, those prospects that are in the middle of the customer value journey (sales funnel).
4. And finally, the fourth quarter should be spent on Customer Follow-Up/Admin, taking care of customers concerns and issues, attending sales meetings and completing admin work like filling in your CRM database.

And never tell yourself you don't have time prospect.

The bottom line is, if you're running a business, and you don't prospect, you're not going to make any money. And if you want to make big money, you need to prospect even more. That's because the more prospects you find, the more leads will turn into sales, and the more sales you close, the more money you'll make. It's that simple.

1. Finding New Leads and Qualifying Them

The first step in the prospecting process involves identifying and qualifying new leads. This stage requires meticulous research to find potential clients who may be interested in your offerings. Qualifying leads involves evaluating their needs and determining whether they align with what your business can provide. This ensures that you focus your efforts on prospects who are more likely to convert, saving time and resources.

For businesses, especially startups, this stage can be daunting. Utilising digital tools and platforms such as LinkedIn, CRM systems, and industry databases can aid in identifying quality leads. These tools help gather data on potential clients, allowing you to tailor your approach and increase the likelihood of successful engagements.

2. Building Relationships with Existing Customers

Once potential leads have been identified, the next step is to nurture relationships with existing customers. This involves maintaining communication, understanding their evolving needs, and seeking opportunities to upsell or cross-sell additional products and services. Building strong relationships with current clients not only secures repeat business but also opens the door for referrals, which can be a powerful source of new leads.

Existing customers are often an overlooked asset in the prospecting process. The cost of acquiring a new customer is typically higher than retaining an existing one. By focusing on customer satisfaction and engagement, businesses can create loyal advocates who are more likely to recommend their services to others.

3. Engaging with Warm Prospects

The third time element focuses on engaging with warm prospects—those who are already familiar with your brand and may have shown interest in your products or services. This group is in the middle of the customer value journey, having moved beyond the initial awareness stage but not yet ready to make a purchase.

Effective communication and personalised interactions are key to converting warm prospects. Tailoring your messaging to address their specific needs and concerns can help build trust and move them closer to a buying decision. Utilising targeted email campaigns, personalised follow-ups, and offering exclusive deals are strategies that can turn these prospects into paying customers.

4. Customer Follow-Up and Administrative Tasks

The final element involves follow-up and administrative tasks necessary to support the prospecting process. This includes addressing customer concerns, attending sales meetings, and updating CRM systems. Consistent follow-up is essential to maintaining momentum and ensuring that no potential leads fall through the cracks.

While administrative tasks may seem mundane, they are crucial for keeping the prospecting process organised and efficient. Proper documentation and data management enable businesses to track progress, analyse results, and make informed decisions about future prospecting efforts.

What is your prospecting clock?

It's the time of day that you're most likely to be able to reach the people you want to talk to.

Why does it matter?

Because it's a big part of your prospecting strategy. If you're not using your prospecting clock, then your prospects might be busy when you call or email them, or even worse: they might not be available at all! And if that happens a lot, then it's going to be hard for you to close sales.

So how do you know what time of day works best for your prospects?

Well, there are a few ways. First, ask them! If they're happy to give you their contact info (and why wouldn't they be?), then ask them when they're most available. You can also look at what time of day other companies send emails and calls out—this will help give you an idea of when people are more likely to respond favourably during certain hours of the day.

If all else fails, just look at past experience: if someone has always been responsive at 5pm on Fridays and never responded when called during lunchtime on Wednesdays, then you know what you've got to do!

Keep a record of the days and times to build the picture.

Successful Prospecting

I cannot emphasise enough that prospecting is not just about calling once - it's about routines and consistency to get the results.

Too many people think 'oh, I just need to make one call and everything will be fine'. If you're still in this mindset, then you are going to be in for a rude shock when you realise that it takes time and effort to build a successful business!

If you're not prepared to put in the work, then don't do it! You need to commit yourself fully to building your business if you want it to succeed; otherwise, you'll find yourself overwhelmed by the amount of work involved.

You need a solid plan that outlines what needs doing and when—a plan that includes the four-time elements previously discussed.

Additional Resources:

For further reading on related topics, consider exploring the following:

• Sales Psychology: Persuasion Techniques for Small Business Owners
• The Ultimate Guide to Mastering Sales Qualification Techniques
• Why Sales Forecasting Gives Businesses a Competitive Edge
• Free Marketing & Sales Diagnostic: Unlock Business Growth
• Break Through Revenue Limitations with Proven Growth Strategies

For personalised advice and support on mastering your sales prospecting, contact us today to schedule a consultation with our experts.

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