In today’s edition, we explore why most prospecting time blocks don’t work. They’re too crowded, too loose, or easily hijacked. Effective prospecting happens when you deliberately protect your time and focus. Let’s unpack exactly how to build time blocks that actually drive results.
This week’s suggested resource: Time Blocking = Results
Picture walking into a crowded restaurant.
The kind where tables are crammed together so tightly you can barely squeeze past the chairs. Plates clinking. Conversations overlapping. People brush past you every few seconds.
It feels chaotic. Uncomfortable. Distracting.
Now think about a restaurant with space. The kind you’d find in a Michelin-starred restaurant.
Calm, intentional, beautifully laid out.
Wide walkways. Nicely spread tables. A quiet, focused atmosphere. You can relax. You can focus on the person in front of you and have the conversation without worrying about being overheard.
The space changes the experience.
And it’s exactly the same when it comes to your prospecting time.
Most people’s calendars are the crowded restaurant.
Prospecting gets crammed in wherever there’s a gap. It’s rushed. It’s noisy. It gets interrupted. And as a result, it doesn’t work.
It’s no wonder we struggle. If you want to prospect consistently and actually get results, you need to create space. You need to do “Michelin-star” prospecting. And you do this by blocking out time, otherwise known as “time-blocking.”
Time-blocking for prospecting is not only a reminder, it’s a commitment. A meeting with your future pipeline. And like any meeting, it deserves respect and guardrails.
So, let’s look at how you can build a prospecting time block that actually works. Here’s the step-by-step breakdown.
1. Schedule it first
- Block 30–60 minutes at the start of each week
- Treat it like a client meeting. Don’t cancel, don’t reschedule.
2. Choose your peak focus times
- Morning often works best, before distractions hijack your day
- If mornings aren’t for you, pick consistent times you can protect.
3. Colour-code & visibly book it
- Use a bold colour like red to stand out on your calendar
- Seeing it visually increases accountability.
4. Turn off all distractions
- Email, Slack, phone on airplane mode
- If needed, put up a “Do not disturb” notice.
5. Define a clear, mini target
- Set a goal before you start: calls, emails, LinkedIn actions
- Examples:
- “Send 15 personalised emails”
- “Make 30 prospecting calls”
- “Connect with 10 new LinkedIn contacts”
6. Use a visible timer
- Phone alarm, desktop countdown, whatever keeps you honest.
7. Stay put until the block ends
- Don’t break for water, Slack, or the loo. Save those until after the timer stops.
8. Celebrate and log your results
- When done, treat yourself – coffee, stretch, quick break.
- Jot down what you achieved. It builds momentum and pride.
Here’s why this works
- It removes friction: your time is booked and visible.
- It builds discipline: a behavioural system backed by purpose.
- It reinforces consistency: weekly progress shows impact.
- It taps dopamine: small wins drive big habits.
To sum up, your prospecting time block should feel like a Michelin-star restaurant. Calm, open, focused, and spacious. That’s how you get work done that actually moves the needle.
So go ahead and try your hand at time blocking.
(or should I say… “Michelin-star” prospecting?)
