There is nothing that will keep your pipeline full quite like manual prospecting. It is so boring, so tedious and so long-term, but if you want to be successful, you will have to do it. I still do this for 60 full minutes every day, 12 years and three agency exits later.
Prospecting is when you manually reach out and try to form relationships with people who could potentially be a client in the future. It is very important that you view it through the lens of forming relationships and not of selling.
You may get more clients in the short-term by hard selling (although this is far from guaranteed), but you will get way more clients, friends, money and longevity if you view this as trying to make friends in your target market for 20 minutes per day than you trying to sell people anything.
Make a copy of this and bookmark it to your browser for easy access.
https://docs.google.com/spreadsheets/d/19P08pTwX7c7TkAvcXQn8wMGojbAbXa1UfjXlGy_Rxcg/edit?usp=sharing
Reach out to them manually and hopefully in a way that is personal or unique. Bonus points if it genuine. Comment on their stuff, strike up a conversation about XYZ. It doesn't matter. Don't be systematic. Be an actual human being.
Put everyone's information in the Spreadsheet to stay organized.
You are not allowed to "sell" until you hear the phrase "so what do you do" or some version of that. Then, you are all clear. This is how you balance making friends and connections with sales. This is the best long-term strategy. Don't cut any corners. The short cut always ends up being the longest route.
20 Minutes Of Prospecting - Month 4 · 10k Per Month Agency