Welcome to Module Two, lesson two, what to do each day. In this lesson, you will learn what are the critical tasks that you should be doing each day, week and month to keep your pipeline growing, you will get a sense of a good day, week and month in the life and a high level. Look at your cadence, flow and timing. So you can figure out how you're actually going to do this each day. So real quick, it's a lot of us have a misconception about what it actually takes other people that we see and observe from the outside to be successful. But I want to just say something right here.

If you see people out there who are claiming that they make quantum leaps, or if you're seeing other people who seem to have made quantum leaps, they're liars. Either that or the media made them look really good because that makes a much better story than saying somebody did a little bit of work before. Single Day over a long period of time and great results happened. But that's really how actually, things work. It's not as much about moving the big mountains, it's about the with the little things that you do every single day, there's going to be some days, where even just the thought of sitting down to do any of these prospecting activities will throw you into a complete anxiety mode. You're just not going to have time when you are the founder of a company things happen, you have busy times, and there's just going to be moments where you can't do it, or periods of time where it's not fitting in.

But even during those time periods where actual concentrated prospecting efforts aren't making it onto your calendar. Even if you do just one thing every single day. Did you reach out to a new potential prospect? Did you go through your CRM and do some touches with a couple of the prospects that you have in there who you're nurturing Have you cultivated any new relationships, maybe you attended one networking event that week with a highly targeted group of potential customers, whatever that might be. It's about the little things that you do every day, much more so than the big things. If you can do a little bit every day, you're going to get a lot further along than if you can do big massive efforts every once in a while.

So every day, here's what I do. And I think, based on a lot of the prospecting and sales systems and structures and approaches, I mean, I've read so much and I know a lot of what people are doing, and there's a lot of amazing stuff out there. But a lot of it's all also pretty similar. And this falls very well in line with what a lot of other people are doing. But this also is what works for me, and I'm an entrepreneur and I've been able to make this work and my busy schedule and I believe that you can do the same. So every morning, I wake up and I Check my news feeds and LinkedIn and a couple other feeds that I have set up for any news or mentions about contacts leads or opportunities.

If someone's in my opportunity pipeline, and I see some news about their company, I will reach out with any interesting thoughts or maybe linking to the article and saying, Hey, I saw this, this is interesting or congratulations or, you know, what does this mean for you guys, it just shows you're paying attention. And that's really important. Also, I check my tasks that I have scheduled, I schedule it a couple different ways. So I won't go into that. But I look in my CRM and see what I have queued up as a task for me. If I have to push something six months out, I will schedule it as a task in my CRM, the CRM, I use the Salesforce, or sometimes I have tasks written in my paper, daily planner, and sometimes I have tasks in my email, or in my Google Calendar, it it's all various tasks go various places.

But whatever that might mean for you, check your tasks and do the touches that come up in the tasks. So if it's touch base with So and So reach out and check in on this, do all those tasks in the morning. Now, one helpful tool that can be used at this time when you're doing this reach out is boomerang. Boomerang is a really easy to install plugin. I think it's only for Gmail, but it allows you to write an email and set it up to stand at a different time. So let's say you're going on vacation next week, and you don't want to do your daily touches.

Set aside a little bit more time to do all of your touches for next week as well and send them out, scheduled them to go out and boomerang. Then I answer any replies or responses to prospecting email campaigns or customers alongside any of my pending client stuff, things that are kind of on fire or need to be addressed in my business as a whole. Every week, I take some time to connect with all Currently it's via that, whether that be in phone or in person, I connect and phone a lot of the times through Bluetooth while I'm driving or just while I'm walking down the street, I'll give someone a call and just say hi and touch base. Or if I have a chance to connect with them in person, whether that be while I'm traveling or here in my city, I'll do that at least once a week I try to connect, I block out times for voicemail drops in calls.

That's not each week, but it's a general rule of thumb that I do them weekly. voicemail drops is only usually particularly when I'm doing prospecting campaigns. I take time, once a week to schedule and confirm meetings. Scheduling tends to happen throughout the week, as you know, but I try to take time at least once a week to confirm. But one thing I also want to note here if I take time once a week to also call in cancel. It's sometimes easy for me to just say yes a lot I love Yes.

I love saying yes But sometimes I'll take a look at, you know, my priorities, I'll step back, I'll look at things and I'll say, Whoa, I have too much going on. And a lot of these things do not line up with what is important to me right now a lot of these things don't line up with my goals and they don't, you know, contribute directly to what I'm trying to accomplish. Maybe it's a nice to go to or fun to do. Sometimes I just need to cancel. And I, at least once a week, I audit my calendar, and I cancel appointments that don't fit, or that it's very obvious that I'm not going to make it to, I would rather cancel it ahead of time, then not show up or cancel at the day of I try at least one new method platform or prospecting idea.

So I'm always learning and you'll find this with yourself as well, especially throughout this journey. You're always a student. And a lot of the times what works really well for you for a while will stop working At a certain point, and you'll need to move on to something new. There are certain platforms for research that were amazing. And I got so much value out of them until I did it. And there are certain processes that were working really well.

And I swore that this was how my company was going to completely scale and all be all and until they stop working. And so I'm always trying new things, whether it's a tweak or a whole new thing, whether I'm reading a new book, both whether I may be checking out a new methodology, I'm always a student, and always learning and I try to learn something new every week. Then I try to queue up when I'm in prospecting mode. I queue up at least one prospecting blast for the week. Right now as I record this, it's the summertime. So I am not in prospecting mode because a lot of my clients aren't in the office, and if they are, they're not really paying any attention.

So I am so prospecting but I'm not doing the larger campaigns. And I also spend a lot of time during the week just researching prospects, I create lists and I manage the creation of lists. So even when I'm not prospecting, I still have my eye on potentials. I'm still looking for people to prospect to and even if I'm not going to do right now I might pop their name of them or the name of the company into a list I create and keep in Google Docs, and that's something I I check out kind of look at weekly. Sometimes I remove people when I hear you know something about maybe how they are not an ideal target for us. Sometimes I add, but it's something that I revisit every week.

Then every month, I try to read at least one new book or attend some sort of continuing education event, whether that be a conference or a webinar. I like to take a lot of online courses myself, I am always enrolled in some sort of class or something, learning something. And so generally monthly, I tried to do some sort of education event or read a new book. pertaining to growth or sales. I read a lot of books, but I try to, you know, kind of go through a new one every month pertaining to this, or marketing or whatever that might be. I'll review the performance of my links, I'll look at our website analytics.

And I'll just make tweaks where necessary I'll, I'll just review it I don't I find myself rabbit holing with that stuff, I'll start looking at how analytics are doing. And then I'll get kind of sucked in. And before I know what I'm creating new content. And it's, you know, it's not what I need to be doing. So I try to just review that monthly and make more sweeping meaningful changes each month. And then I brainstorm monthly and I schedule the creation of new supporting content each month.

So I'll decide whether I'm going to produce anything whether I'm going to seek out for any testimonials, I'll decide whether or not I'm going to pursue creation of any sort of guide or white paper. Whether I'm going to pursue maybe looking at speaking Have a conference or something like that, but that's something I sort of think about and work on every month. So a day in the life, you know, you spend an hour in the morning, check your critical emails, look at the new and noteworthy news, send notes out as it's applicable and you may be just send one or one a day or so it depends on your business for me, I prospects sort of at that enterprise level it's in so I don't have to send out a lot of these. So you know, usually it's one one or a couple a day, I check in on the critical tasks in my CRM, I complete them if they need to be completed touch base if it needs that, and I connect with my current leads and opportunities just takes one hour max.

It can take it can be even faster. I can do it kind of one handed with my coffee in the morning if I want to. Then in the afternoon. Usually when I'm prospecting I'll spend two to three hours doing voicemail drops and touch base calls. So that's it. Usually about 45 minutes to an hour.

And I like to do that if it's a voicemail drop after business hours, and it's a touch base call before business hours. So it also depends on what time zones you're working within. If it's a voicemail drop, sometimes I like to use a tool to make sure I get their voicemail just in case maybe they're working late or something. It's not the end of the world if you actually catch them. But that's not really the goal with the voicemail drop and, and obviously can slow you down because all of a sudden you're having a discovery call. And we'll get a little little bit more into that later.

But I'll use a tool sometimes for my voicemail drops called slide dial. It's kind of cheesy, but it makes it so that your call goes right to voicemail, and so it's helpful. I will queue up the prospecting blasts for the next day. Typically, I like to try to do them a week out. So a lot of times I'll actually carve out like an hour and do a whole bunch of them for the next week. So I've always really enjoyed But sometimes I'm not that far ahead.

So I'll just do for the day, I try to do a quick review of the performance of the existing prospecting campaigns. Again, I don't have a whole I just look at the yes word dashboard. And I look at the details to see maybe who is opening the emails, whether or not it's being forwarded and shared, you can tell by the number of IP addresses that open your email, we can get more into that later. And then I you know, spend some time usually research and building prospecting lists, once you get to the point where you're not as much researching and building the list on your own. Maybe you have someone helping you. I'm just reviewing the prospecting list because I do still get lists, even ones that I didn't build with, with maybe prospects in there that I don't want to prospect to and so I'll go through and I'll kind of eyeball them.

I'll take out the ones I don't want. And sometimes I'll add new ones in from my own list. So this is a lot of work when you are actually fully in as prospecting. You have to do stuff on top of your normal day to day business activities. And this doesn't account for the activities that you're going to be doing when you're closing and nurturing opportunities. So this doesn't count for any discovery calls that you're having, the actual work it takes for you when you are engaged with an opportunity and, and closing a client, you know, the paperwork and the, you know, proposals and the budgets and the contracts and any of the actual work that you have to do.

So that's why it's really important to control the volume of emails that you're sending to keep all this at a manageable level. Like I said, it's not about doing huge efforts, moving mountains all at once. It's about daily efforts consistent every single day. So for the cadence of this, if you're only doing personal calls or emails, I say touch base with your warm leads every week. And colder leads maybe every other week. So it's if it's a it's a warm Lead, you know, they have a need won itself and are ready to move to the next step, of course.

And maybe they just feel a little more interested, like, they're really like, I think this would be great, I really want to do that, you know, that I call it a warm lead, it's a colder lead, if maybe they're not responding to you at the frequency, maybe they've gone a little bit cold, you know, sort of that sort of thing. There might be something going on there. It's just not seeming as much like a hot opportunity. Like it's really going to move through the pipeline really quickly and close. I kind of say it's a quarterly lead, it's a little more of a gut check for you. How does it feel?

You don't want to make assumptions about people, but I'll spread those touch bases out a little bit more. If they say something like, hey, let's just touch base on this next spring. You should still reach out with interesting articles helpful little things. Oh, hey, I saw this. It totally pertains to your industry. I thought it was really cool.

So You're not saying like, hey, hey, hey, you know, I'm bothering them all the time. Like, when can we talk next you're just staying in touch. That's nurturing. And so then I also like to emphasize, it's great, especially with LinkedIn to just engage with all of your leads on on social media on LinkedIn, you know, follow them on Twitter. If it's Instagram, that your ideal target customer uses, do Instagram, but just connect with them in another way aside from that email, that's also important to know and be connected with them on LinkedIn, because let's say they leave that role, then you'll see it and you'll know that that's not the person that you would need to be prospecting to at that company anymore. So then it's just again, consistency is key.

You do not need to do a lot, but you need to do something each day. find new ways to cultivate and foster relationships with current leads. There's a lot of different things you can do. And I know you can be creative. But I want to end this particular slide with this point. Understanding what we call their compelling event is really key to making this entire process more meaningful and less random.

Everybody needs a compelling event in order to want to buy something. If there's no compelling event, people don't have a reason to, they could drag you on forever and ever and ever. So let's say for instance, there's a dress in the window at a store. And if you're a guy, I'm sorry, maybe you can't relate but let's say there's a dress in the window to store and you like the dress, and you've decided that you want to buy the dress. And it's, you know, it's there and you walk by it every day and you're like, Oh, I'm gonna go in and get that dress. And then you know, you don't go in and next day you're like, Oh my gosh, I I need to buy that dress.

I you know, that would go great with my existing closet. It totally makes sense for me to own that it's you know, great for dress or something. summer holiday parties, whatever it might be. And everyday you walk by and you see that dress out window and you're like, Oh, yeah, I've been meaning to buy that. And then the next day you walk by and the dress is gone. And you go in and you say to the person who owns a store, oh my gosh, where's that dress now?

Like, oh, we sold out of it, and you're like, Oh my gosh, why didn't I buy it? It's because there was no urgency created for you to purchase that dress. You had no compelling event, you decided you wanted it, but the party that you were intending to wear the dress to wasn't that weak. And you just kept seeing it in the window, it seemed like it always be there. That's the point of the compelling event. If the store had put up a sign that said, you know, this dress was is only available left in three sizes.

Okay, there's a compelling event I better go into make sure they still have it in my size and get it if they do. Another compelling event might be Hey, limited time only this dress 10% off with the purchase of shoes. I don't know, oh my gosh, well, I guess I'll get shoes to I'm going to get that dress anyway, great. You know, you need to find some reason. And so the compelling event is the holiday party. The compelling event is the summer barbecue, the compelling and if you can't find a specific event like that, such as a conference, or a time of year that they need to roll this out, a compelling event could be something you create.

So keep that in mind. And when we get into the module about discovery calls, we'll talk more about compelling events.