This article was originally published on NACE.

Effective prospecting in 15 minutes may seem like a joke, and, at first, it may feel that way as well. This process may take an hour or more upfront while you figure out your way through the steps, but once you have it nailed, prospecting will become the easiest part of your week.

Prospecting is most often the task left on the backburner in favor of client work and business operations. However, what’s a business without new clients? When you turn the lead generation process on its head, and the clients start coming to you, you will no doubt settle into a comfortable routine of outreach and bringing in new work.

Here are the six steps that will lead you to prospect gold… READ MORE.