Sam Miller walks through his daily LinkedIn prospecting routine: sending selective connection requests each morning, timing conversations with 10-15 minute gaps between messages, booking multiple sales calls, and drafting posts immediately after calls while insights are fresh. He follows up non-responders with personalized videos and ends each day debriefing with a colleague to plan improvements.
Chapters
So the very first thing I do in the morning is connections. And one of the main reasons I like to start with connections is because it allows people to trickle in throughout the day. You know, I may start with 20 connections, and then throughout the day I'll probably have 10 people that accept and are ready to have conversations with. These people are going to be prepared for the following day. Here's a very quick tip: be relentless careless with the people that you connect with. You know, if you don't think you're going to do business with them, cut them out. Be very selective. Don't waste your time. Make sure that the people that are coming into your network are people that are likely going to be doing business with you. So the second thing I get on with is messaging people. Um, so from the day before, there would have been connections that came through, and I'll start a conversation with them. The reason I like to do it in the morning again is because they trickle in and they respond throughout the day, which means I can jump in, have conversations with different people and hopefully book some calls by the end of the day. Here's a tip for messaging: make sure that you leave little intervals throughout the day, maybe 10 to 15 minutes, and that will allow you to keep conversations flowing and therefore have an outcome by the end of the day, whether that's a call or a no thank you. Time for a sales call. I'll have, you know, multiple sales calls every day. And sales calls are fantastic for two things. Of course, generating revenue. But one thing that people don't realize is sales calls is fantastic for creating content. It gives you fresh ideas and it's straight from the horse's mouth. You know, it's from your market. If you can really listen, ask the right questions, it will help you to generate better quality ideas. Time for content. I'll have a basic structure for the week and then cycles that I go through. But straight after the sales call, I'll look down at my notes and I'll look at what the customer has said, and normally I'll pick out the first thing that resonates and that's appropriate for that day. The reason I like to write content straight after my sales call is because the emotions are raw, the information is still in my head, I remember everything, and then I can write seamlessly without any distractions. Time for a break. I normally go and grab a coffee and take a breather in preparation for my next sales call. Time for my second sales call. At this point, I'm warmed up, I'm feeling good. Sam's made me giggle and I'm feeling more relaxed. So I jump in and I try to have a little bit more fun this time. Second sales call done. It's time for a game of pool. So after pool, I'll start responding to messages that have trickled in throughout the day. Each conversation will have 3 to 4 different phases. Typically they can last 5 minutes, 2 hours, or the whole day. It really depends on the other person. Either way, by the end of the day, I would have typically booked at least 1 to 2 calls through the DMs. After my messages, I will start following up everyone that didn't respond the day before. I will follow up with a video. The video is typically between 1 minute 30 seconds and 2 minutes. It's very specific to their problems and the outcomes, and I try to personalize it depending on the person I'm speaking to. Towards the end of the day, about 3:30, 4 PM, I'll try and slip in some cold calling. And it's not really cold calling per se because I try to use the videos as leverage. Everyone that haven't responded to the videos, I mentioned that in the call, and that normally brings their guard down and allows me to start a conversation much faster and with less barriers. At the end of the day, me and Sam will get together for a quick meeting. They normally last between 20 and 30 minutes, and we'll talk together about the marketing, the sales, and the coaching. We'll bring up anything that's relevant, put in some quick ideas to improve things, and make a plan of what we can do better the next day. After that, we'll high-five, hug it out, and then head home.
