92. The BTN Prospecting Method
1 > 0
“Two is twice as good as one, but one is infinitely better than zero.”
- James Clear
That’s the idea behind BTN prospecting method. It’s simple and easy to put into practice.
When I started hitting the phones again two years ago, it helped me overcome call reluctance.
In today’s email:
The BTN prospecting method.
Prioritise
Time blocking
Front load the day
👇🏾 Listen: Time to level up your sales?
Better Than Nothing (BTN) prospecting creates discipline and momentum. Focus on doing some prospecting, no matter how small, every day.
“The law of cumulative impact states that small, consistent actions, when repeated regularly over time, add up to produce massive results.”
- Jeb Blount
In my current business development role, prospecting is a non-negotiable activity. My sales results are a function of:
Creating new opportunities;
Advancing existing opportunities; and
Closing opportunities
I need to keep my pipeline full to move towards my personal and business goals.
As a result, I’ve adopted a “no zero” mindset. I never have a zero day of prospecting. At a minimum, I make at least 5 cold calls and send 5 cold emails daily.
This approach helped me go from zero to £40,000/month in 9 months.
I ended 2024 by generating £350,000 in revenue.
3 keys that help me put BTN prospecting method into practice:
Prioritisation
My number 1 goal is generating revenue.
During the Golden Hours, I focus on high-priority, revenue-generating activities.
Cold calling, emailing, follow-up work and engaging on LinkedIn.
At least 50% of my day is dedicated to these activities.
Time blocking
I have dedicated time blocks for prospecting activities:
Cold calls
Follow up work
Account management/proactive calls
LinkedIn outreach
15-90 minute blocks where I focus on one thing - Creating, Advancing or Closing.
Front load the day
Eat that Frog first.
That means front-loading my day with cold calls.
I adopted the "9 before 9" and "5 after 5” approach to cold calling after listening to this episode of 30MPC.
Then I have 3 x 1 hour calling blocks - two in the morning and one in the afternoon.
70% of my calls are completed before lunch.
Front loading.
Small, consistent actions, repeated daily, compound to produce massive results.
Refuse to settle for zero.
Thanks for reading!
Matt @ The Growth Lab
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