#363: What Freelancers Get Wrong About Prospecting (and How to Fix It)
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Jan 15, 2025
Many freelancers give up on prospecting just before success. Timing is everything; sometimes a mediocre message can hit just right. Consistency trumps perfection—steady effort leads to better results. The gardening analogy illustrates the need for patience and persistence in outreach. Learn how to build a daily prospecting habit and see the value in staying visible. Embrace the idea that setbacks often precede breakthroughs; don’t let 'The Dip' deter you from your freelance journey!
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question_answer ANECDOTE
Client Near Success
Ed Gandia's client almost quit prospecting after a month with no results.
Gandia emphasizes that she was likely closer to success than she realized.
insights INSIGHT
The 5-10% Rule
Only 5-10% of B2B prospects are ready to buy your services in the next 90 days.
This percentage has been proven across multiple studies, making timing crucial.
insights INSIGHT
Gardening Analogy
Prospecting is like planting seeds; it takes time and consistent effort.
You cannot rush the growth, only control the planting and nurturing.
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Atomic Habits by James Clear provides a practical and scientifically-backed guide to forming good habits and breaking bad ones. The book introduces the Four Laws of Behavior Change: make it obvious, make it attractive, make it easy, and make it satisfying. It also emphasizes the importance of small, incremental changes (atomic habits) that compound over time to produce significant results. Clear discusses techniques such as habit stacking, optimizing the environment to support desired habits, and focusing on continuous improvement rather than goal fixation. The book is filled with actionable strategies, real-life examples, and stories from various fields, making it a valuable resource for anyone seeking to improve their habits and achieve personal growth[2][4][5].
The Dip
A Little Book That Teaches You When to Quit (and When to Stick)
Seth Godin
In 'The Dip,' Seth Godin challenges traditional views on persistence and quitting. He introduces the concept of 'The Dip,' a challenging phase between starting and mastering a skill, which is necessary for growth and mastery. Godin distinguishes 'The Dip' from 'The Cul-de-Sac' (a dead-end situation) and 'The Cliff' (a risky situation), advising readers to quit the latter two but push through 'The Dip' to achieve significant rewards. The book provides practical advice on recognizing when to quit and when to stick with a project, job, or relationship, emphasizing that strategic quitting can lead to extraordinary success.
Have you ever felt ready to give up on prospecting because you weren’t seeing results? You’re not alone. Many freelancers quit just before the seeds they’ve planted begin to sprout. In this episode, we explore why consistent prospecting is crucial, even when it feels like nothing’s happening. In this episode, I explain why timing is everything in prospecting. I share powerful analogies and strategies to shift your mindset. And I offer a practical, habit-building approach to make prospecting a seamless part of your routine. If you’ve ever doubted the effectiveness of your outreach efforts, this episode is for you. What You’ll Learn Why only 5-10% of prospects are ready to say "yes" at any given time. How to stay consistent even when it feels like you're getting nowhere. The "garden analogy" for understanding the slow but steady process of prospecting. Why a mediocre message at the perfect time can outperform a perfect message at the wrong time. How to build a prospecting system that works for you, using small, actionable steps. Key Takeaways Timing Beats Great Copy: Even great emails won’t land if the timing isn’t right. Learn to accept this reality and focus on staying visible for when the timing aligns. The Dip is Your Friend: Seth Godin’s concept of "The Dip" explains why most people quit right before they succeed. Don’t be one of them. Consistency Beats Perfection: Imperfect but steady action is more effective than sporadic perfection. Build habits that make prospecting automatic. The Four Laws of Prospecting Habits: Make it Obvious: Create cues and systems to make prospecting part of your daily routine. Make it Attractive: Pair prospecting with something you enjoy and celebrate small wins. Make it Easy: Break down outreach into manageable steps, like sending two emails a day. Make it Satisfying: Reward yourself for consistent effort, not just responses. Actionable Exercises Start Small: Commit to sending just 2-3 prospecting emails a day for the next 30 days. Track Consistency: Use a simple tracking sheet to monitor your efforts daily. Celebrate Wins: Keep a journal of small victories, such as completing your outreach for the day. Try the “Garden Perspective:” Imagine each email as a seed—focus on the process, not immediate results. Memorable Soundbites "A mediocre message at the perfect time beats a perfect message at the wrong time." "Success in prospecting isn’t about perfection—it’s about showing up consistently." "Prospecting is like planting a garden. The magic happens beneath the surface before you see results." Deploy a Powerful Prospecting System in Just 21 Days I’m starting a new prospecting workshop next week. We’re going to work together over 21 days (Mon-Fri only) to help you implement effective prospecting techniques and habits that actually stick. We’ll roll up our sleeves and actually create your prospecting plan and assets together. And I’ll be there every day to give you direct and personal feedback. You’ll implement the material day by day, one baby step at a time. And you’ll come away with everything in place, all ready to go. Would you like to join us? Email me at [] and I’ll respond with all the details.
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