Episode 1081: Stop chasing terrible potential buyers
We’ve all got the same 24 hours in a day. Spend them chasing the wrong buyers and no amount of hustle will fix that.
Every hour is a chip
A client once put it perfectly. Time in sales is a bit like gambling. Every hour is a chip, and you’re betting on where you place it, without ever fully knowing what return you’ll get. That framing changes how you should think about prospecting completely.
Not all buyers are created equal. Obviously not. But most of us still treat them that way, giving equal time and energy to good fits and terrible fits alike.
Results by value, not results by volume
It’s tempting to think more outreach means more results. It doesn’t. You can message a hundred people in a day and get nowhere, or message five and close three of them. The difference isn’t effort. It’s who you chose to spend that effort on in the first place.
Most time in prospecting should go into vetting who’s actually worth pursuing, not spraying messages at anyone who might respond. You don’t get paid for how many prospects you’ve got. You get paid for the deals you close.
Why doing less, better, feels completely different
Deliberately holding yourself back and doing fewer, higher quality outreach attempts changes more than just your results. Send dozens of messages a day and get mostly silence, and it’s easy to slide into a scarcity mindset. “Oh my god, nobody’s saying yes.”
Speak to five or ten well vetted people instead, and have genuinely good conversations, and everything feels calmer. You end up more relaxed, more in control, and usually more successful too.
Are you currently chasing volume, or are you being deliberate about quality?
Take Action
Before your next round of outreach or follow-ups, cut your list down to the people who genuinely fit, even if that means a much smaller number. Spend the time you’d have used on volume vetting instead, and go for quality conversations over quantity of messages.
See Also
- 105+ ways to seize buyer attention
- What To Say To Sell™
- Negative Avatar
- Client Avatar
- 150+ ways to connect with your buyer
