Crafting Your Own “Luck” Through Relentless Prospecting

Chapter 5

In the unpredictable world of sales, “luck” often feels like an elusive factor. Some sales professionals always seem to be in the right place at the right time, landing the big deals and collecting generous commissions. But as Jeb Blount reveals in Chapter 5 of Fanatical Prospecting, that so-called “luck” is usually the direct result of consistent, focused prospecting. In other words, the more effort you put into finding opportunities, the more good fortune seems to come your way.

Below, we’ll dive into why relentless prospecting generates luck, how to establish the habits that make you “lucky,” and how to overcome the roadblocks that keep many salespeople from reaching their full potential.

1. Understanding the Link Between Prospecting and Luck

1. Why Prospecting Creates Luck

“Luck in sales isn’t random—it’s earned through relentless prospecting.”

Every time you pick up the phone, send an email, or chat with a stranger at a networking event, you’re planting seeds. Not all will flourish, but the more seeds you sow, the higher your odds of a fruitful harvest. Blount argues that what looks like a stroke of good luck—a prospect calling you back out of nowhere, an unexpected deal closing quickly—is actually the result of consistent outreach and follow-up.

2. Hard Work vs. Serendipity

“What looks like a lucky break is often the result of consistent effort over time.”

It’s easy to see someone’s big win and assume they simply “got lucky.” However, if you peel back the layers, you’ll find a series of cold calls, relentless follow-ups, and daily prospecting efforts that paved the way for that opportunity. When you stay active and visible, you’re more likely to be top-of-mind when a prospect is ready to buy.

3. The Myth of Overnight Success

“Successful salespeople don’t wait for opportunities; they create them.”

We’ve all heard stories of “overnight successes,” but they’re often anything but. In sales, those sudden leaps are usually built on a foundation of countless calls, emails, demos, and face-to-face meetings. Each of these touchpoints lays the groundwork for what later appears to be a swift victory.

2. Why Consistent Prospecting Pays Off

1. Increased Probability of Connection

“More prospecting means more opportunities to connect with decision-makers.”

At its core, sales is a numbers game. The more people you reach out to, the higher your chance of finding the right person with an immediate need or interest. It’s basic probability—when you broaden your outreach, you naturally multiply your odds of success.

2. Building Momentum

“Regular activity keeps your pipeline full, ensuring consistent results.”

A robust pipeline doesn’t develop overnight. Each contact made, call returned, and email opened adds momentum that carries you through the inevitable slow periods. Momentum also fosters confidence, which in turn makes you a more persuasive and engaging salesperson.

3. Skill Development

“The more you prospect, the better you become at handling objections and refining your pitch.”

Repetition leads to mastery. Every call or email is a chance to experiment with new phrasing, new value propositions, and new objection-handling tactics. Over time, you’ll refine your approach, making each subsequent interaction more effective than the last.

3. How to Build Your Own Luck

Step 1: Commit to a Daily Prospecting Habit

“Prospecting should be non-negotiable, even on your busiest days.”

Make prospecting a disciplined, daily routine. Whether it’s a block of time each morning or shorter bursts throughout the day, treat it like an essential appointment that can’t be skipped. This unwavering consistency is often the difference between mediocre and stellar results.

Step 2: Focus on Activity, Not Immediate Outcomes

“Don’t get discouraged by rejections; success is a numbers game.”

It’s easy to feel demoralized when responses don’t pour in right away. But remember, prospecting is about sowing seeds. Focus on hitting your daily outreach goals—calls made, emails sent, connections made on LinkedIn—rather than fixating on instant success. Over time, the results will come.

Step 3: Use a Variety of Channels

“Diversify your efforts to increase your reach and discover new opportunities.”

Leverage cold calling, emailing, social media, networking, and referrals to meet prospects wherever they are most comfortable. Some people respond best to phone calls, while others prefer LinkedIn. Casting a wider net ensures you don’t miss valuable leads.

Step 4: Stay Persistent

“Follow up consistently and don’t give up too soon.”

Persistence pays. Sales deals can require multiple touchpoints—sometimes seven or more—before a prospect bites. Remain respectfully persistent, periodically checking in with old leads, and you’ll often catch them at the precise moment they’re ready to talk.

Step 5: Track and Adjust

“Monitor your activities and refine your approach based on what works.”

Keep tabs on how many calls and emails you send, and how many are converting into appointments or follow-up conversations. This data reveals which tactics are most effective, allowing you to double down on what works and refine what doesn’t.

4. Common Reasons Salespeople Avoid Prospecting

1. Fear of Rejection

“Worrying about hearing ‘no’ prevents many from taking action.”

Nobody likes rejection. It can sting to hear “not interested” or “don’t call me again.” Yet rejection is the price of admission to success in sales. By reframing a “no” as just another step toward a “yes,” you can mitigate that fear and keep pushing forward.

2. Procrastination

“Prospecting often feels uncomfortable, leading to avoidance.”

Prospecting is repetitive and can be met with frequent rejection, so many salespeople push it to the bottom of their to-do list. Building a consistent daily habit and blocking time on your calendar can combat procrastination.

3. Overreliance on Existing Leads

“Some prefer to rely on inbound inquiries instead of proactive outreach.”

Relying solely on inbound leads feels easier—people come to you, and the rejection rate is lower. But inbound leads can be unpredictable. A balanced pipeline includes proactive outreach, ensuring you’re not at the mercy of external factors.

5. Real-World Example: Turning “Bad Luck” into Wins

The Challenge: A salesperson consistently missed their quota and blamed “bad luck.” They compared themselves to peers who seemed to land deals effortlessly.

The Solution:

• Increased daily prospecting efforts by 50%.
• Used multiple channels—including cold calls, email follow-ups, and LinkedIn messaging—to reach each prospect.
• Persisted with strategic follow-ups, contacting prospects multiple times if they didn’t respond right away.

The Outcome: Within two months, the rep added 20 fresh leads to their pipeline and closed five deals—results that previously felt unattainable. The “luck” they found was actually the direct outcome of increased effort and varied outreach.

6. Key Takeaways

1. Luck Is Often Just Consistent Effort
In sales, it’s the daily grind of prospecting that fosters those seemingly serendipitous moments of opportunity.

2. Momentum Breeds Confidence
When you keep your pipeline active, you carry a sense of optimism and assuredness into each conversation—a contagious mindset that prospects pick up on.

3. Rejection Is Part of the Process
Accept that every “no” brings you one step closer to a “yes.” The more rejections you endure, the more likely you’ll find the prospects who genuinely need what you’re selling.

4. Track, Tweak, Improve
By recording and analyzing your outreach data, you can evolve your strategies, fine-tuning what works and discarding what doesn’t.

7. Reflection: Are You Doing Enough to Be “Lucky”?

Are You Prospecting Daily?
Or are you only reaching out sporadically, hoping to stumble upon a hot lead?

Which Channels Are You Using?
Could adding phone calls, social media, or networking events bolster your pipeline?

How Do You Handle “No”?
Do you give up at the first sign of rejection, or do you persevere?

Are You Measuring Your Efforts?
If you’re not tracking calls, emails, social touches, and conversions, it’s difficult to improve.

Chapter 5 of Fanatical Prospecting lays bare the truth behind sales “luck”: it’s not a magical force reserved for the chosen few. Instead, it’s the byproduct of disciplined prospecting, unwavering persistence, and a willingness to endure rejection. Every call, every email, every follow-up shapes your future success, carving pathways to prospects who are ready to hear what you have to say.

So, if you want more luck in your sales career, you know where to start: Pick up the phone, hit “send” on that email, and keep going—even when you feel like you’re spinning your wheels. Over time, those efforts accumulate into the kind of luck you can count on, quarter after quarter.