92. The BTN Prospecting Method

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.

👇🏾 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.

In my current business development role, prospecting is a non-negotiable activity. My sales results are a function of:

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:

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.

I have dedicated time blocks for prospecting activities:

15-90 minute blocks where I focus on one thing - Creating, Advancing or Closing.

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.

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