How to Make Time for Outreach in B2B Consulting / Coaching

A consulting or coaching business is nothing without new clients, and I’ve found that intentional outreach is the fastest path to consistently getting conversations with ideal prospects.

I know it can be hard to balance winning new business and support existing clients. Especially if business development isn’t high on the list of things you love to do.

So let’s look at some practical steps to help you carve out time for outreach while staying committed to your existing clients.

1. Make outreach a priority.

This may call for a quick shift in your perspective. Treat your outreach time as you would a crucial meeting with a valued client.

Schedule dedicated slots in your calendar for new business outreach and treat them as non-negotiable appointments.

When you give outreach the same level of importance, you ensure that it becomes an integral part of your routine.

2. Break it Down.

Some of us do well with allocating large blocks of time for outreach.

If that’s not you, break the process into smaller chunks throughout the week. Thirty minutes a day, for example, is less overwhelming and lets you stay focused and productive during each outreach session.

3. Document your process.

A systematic approach to sales not only leads to more success, it eases the mental load.

Develop a streamlined plan that outlines your outreach strategy, ideal prospects, key messages and sequences. Having a structured framework in place eliminates the need to stop and rethink about what you’re going to do every time before you do it. and boosts your efficiency.

4. Emphasize quality over quantity.

In the pursuit of new clients, it's easy to fall into the trap of quantity over quality. But chasing numbers is exhausting and unproductive.

Focus instead on building genuine connections with ideal potential clients. These connections are much more likely to result in meaningful business relationships. That saves you time and effort in the long run.

5. Delegate.

Not all sales tasks require your personal attention. Especially if you follow the advice in step #3.

Once you have a properly documented outreach process you’ll find that much of the work is administrative. Delegate these to free up your time to concentrate on high-value activities that really need you.

6. Measure, Review, Refine.

Staying on top of what’s working and not working keeps you from spending time on less-than-effective efforts.

To do this, track conversion rates such as connection invitation acceptance, message engagement, calls scheduled and opportunities found. Then adjust as needed.

7. Stay positive.

It can be hard to maintain a positive perspective when even the most wildly successful outreach programs result in plenty of “not interested” and silence.

Instead of viewing it as "selling," consider yourself helping a prospect solve a problem - just as you would a client. This mindset shift not only reduces the pressure you might feel but also enhances your ability to connect with potential clients authentically.

TL:DR:

Balancing client acquisition with client service is better with a strategic approach that respects your time and commitments. By implementing these actionable steps, you'll create a well-structured outreach routine that seamlessly integrates with your existing workload.

With these guidelines in place, you'll be well on your way to mastering the art of efficient client acquisition in the world of B2B consulting.