The first step is finding an account and a prospect from that account that fits what you’re searching for or targeting.
You then have 10 minutes to research this prospect. Search their LinkedIn profile, read articles they share or comment on, conduct a simple Google search, you know what to do.
While you are doing this, take note of 5 things you noticed. These five things will later turn into talking points that you can use later in your outreach sequence. You won’t have to waste time later on searching for these personalization pieces.
What are the Results?
Back in 2018 when the game was invented, LeadIQ put this prospecting hack to the test. Once the sales team implemented the 10 Minute Game, the team’s activities shot up to north of 30 a day (about 5-6 an hour) and their response rate actually stayed the same. So they were able to almost triple their responses every day to 9.
Since the outreach is personalized, more than half of those responses end up being really positive. There are going to be days where it’s hard to do this, but if you do it right, your team can see a pretty good bump in the number of opportunities they get.
As reps get more comfortable doing the 10 minute game, they’ll be able to change it to the 8 Minute Game for follow up. The 5 Minute Game for the social touch, and as you get better, your first touch may be able to get trimmed to the 5 minute game eventually. What it comes down to is more personalized outreach without sacrificing time.
This game forces you to only work on accounts you care about. Doing little sprints all day is better than the grind of a prospecting marathon. The calibration of working in 10 minute intervals works great. Don’t sacrifice quality for quantity.
What it all boils down to is that personalization is the key to seeing results. Connect with prospects other than in a sales pitchy way. Avoid aggressive approaches that go straight to the sale. Try sending neutral emails where you make the prospect feel good. Do your research and make a great first impression.
Every rep has a different technique that works for them. If you are in a prospecting rut, slowly giving up due to the lack of results, try out the 10 Minute Game.
Sabrina Jowders is a Marketing Coordinator at LeadIQ. She graduated from the University of New Hampshire in May 2019 with a B.S. In Business Administration: Marketing and a minor in Sales. She specializes in SEO.