Getting too comfortable in your prospecting often puts you at risk for losing business, because you assume you’ll always have a) your clients, b) your staff, and c) your funds. Change is inevitable, and you should prepare for the day when you temporarily lose one or all three of these. That can include how you choose to accumulate leads.
Action isn’t often easy, especially when you aren’t sure what training you need, how much or how little you should be doing each day, and how you’ll be able to gauge, whether your actions are having a positive effect.
From a prospecting standpoint, that could be a decent chunk of time: one month, three months, six months, a year…more? It depends on what you offer, and when leads are ready to buy. Keep in mind that this is for prospects who are already in your normal pipeline, without including the time it took to find them as leads and confirm that they were even a fit.
This may all seem daunting if you focus on everything so establish a routine. Stay active with your leads each day, and you’ll get people closer to those new business conversations. That isn’t to say that you should feel overwhelmed—simply that a degree of discomfort is necessary to keep you from getting complacent.