Finding The Right Time To Prospect
The best part of weekend warrior prospecting is that prospects tend to be more relaxed without distractions. Here’s why you should set aside a block of time on Saturday or Sunday to dedicate to prospecting.
Even the most time disciplined and high-performing salesperson feels like there are not enough hours in the day for servicing accounts AND prospecting. I hear it all the time from the salespeople I train and coach.
I also hear it from MYSELF despite how regimented I am with my calendaring. And as travel restrictions have lightened up, I’m finding it even harder to juggle it all.
Make Sacrifices For What You Want Most
If you haven’t heard Jeb Blount say this, here’s the solution – “sometimes we have to sacrifice what we want now for what we want most.” This means putting in extra hours to make it happen. For me, those hours are on the weekend.
I work at least one day every weekend, mostly on big-picture projects (training curricula, marketing, etc).
Recently I started prospecting on the weekends, and guess what? Prospects are open to having conversations on Saturdays and Sundays, especially the ones who truly need your solutions.
They, too, are just as busy during the week, trying to get by. The weekend comes and they have more time to think about their challenges.
They start doing research, filling out web forms, and sending emails. They WANT to talk to someone who might have solutions or suggestions.
Review Your CRM
At Sales Gravy, we are pretty on top of it when an inbound lead comes in because it’s not just about selling to a new prospect. It’s about being of service to those in need. This is super simple to do.
Pay attention to leads coming into your CRM from opt-ins, info requests, downloads, etc. You will completely disrupt and surprise them by contacting them as a real human and not an autoresponder.
Text Prospects Who Already Know You
You can also reach out to prospects who may have stalled or said no to re-build rapport. I did this a few days, which prompted me to write this article. It was as simple as texting her and saying, “Been thinking about you and was wondering how you’ve been doing with that challenge we last spoke about.”
She replied immediately and asked if we could talk. This happened on a Friday. I suggested Monday morning “or I’m also available over the weekend if you are.” She jumped on saying yes to talking on a Sunday. This resulted in her requesting a proposal for a large scope of work.
Prospects Let Their Guard Down
The best part of being a weekend warrior prospector is that prospects tend to be more relaxed without distractions. Their guards are down. They’re in weekend mode even though they’re still kind of working. AND they are usually thrilled that you took out time during your weekend to give them attention.
Be in weekend/friend mode and mindset and let them know it’s okay to be “casual” for video calls. And after your conversation, nurture that relationship by sending a personal email to thank them for “raising their hand” during their weekend.
![6 High-Probability Moments to Send LinkedIn Connection Requests Prior to an Event Events create natural relevance. Conferences, trade shows, user groups, and local meetups give you a reason to connect that does not feel forced. The mistake sellers make is waiting until the event starts or turning the request into a pitch. A better move is connecting days or weeks ahead with a simple acknowledgment of the shared event. Example: Hi Sarah, saw you’re attending the Midwest Manufacturing Summit next month. I’ll also be there and am super excited! I’d love to catch up in person at the event. In the meantime, let’s connect here on LinkedIn. You are aligning with something already on their calendar. When you see them at the event or reach out afterward, your name is no longer unfamiliar. Following an Event After an event, connection requests work best when they reference a real interaction, even a small one. A short conversation, a question during a session, or a brief introduction creates enough context. The request should reflect that moment, not attempt to convert it into a follow-up. Example: Tim, I enjoyed meeting you at the conference last week. Your take on [subject/trend/idea] was intriguing. I look forward to staying connected and to our next conversation. This reinforces continuity and professionalism without pushing the relationship forward prematurely. After a Sales Call Sending a connection request after a sales call is one of the most underused opportunities in prospecting. If the call was answered and productive, the request reinforces credibility and continuity. Example: Thanks again for the conversation today. I appreciated your perspective on how your team is thinking about next quarter. I look forward to our next meeting and sharing some ideas I have with you and your team. If the prospect did not answer, a connection request can still make sense as a light reinforcement, especially early in the relationship. It keeps your name present without escalating pressure. Either way, the request works because the call establishes legitimacy first. After a Meaningful Interaction Not all interactions happen in formal selling environments. Thoughtful exchanges in comment threads, group discussions, or brief conversations in passing all create natural moments to connect. That might mean running into each other at a non-work event, crossing paths at an airport, or chatting briefly in a line somewhere unexpected. Example: Haley, it was a pleasure meeting you on our flight to Atlanta. Thank you for your restaurant recommendations! I look forward to staying connected, What makes this work is that the interaction was real. The request simply continues it. Mutual Connections Shared connections reduce perceived risk when handled with restraint. They signal that you operate in similar professional circles, not that you have permission to pitch. The mistake is overexplaining or implying endorsement. Example: Hi Mark, I noticed that you are connected to my good friend, James, and since you are also [interested in, working in, located in] I thought it might make sense for us to be connected also. A simple acknowledgment is enough. Familiarity does the work. Profile Views Profile views signal awareness, not intent. When someone views your profile after a call, email, or content interaction, a connection request can make sense as a low-pressure acknowledgment. Example: Wendy, thank you for visiting my profile. I had a chance to look at yours, and based on your interests, I thought it might make sense for us to connect. The discipline is resisting the urge to read more into it than is there. Want the exact framework for integrating LinkedIn into a disciplined outreach sequence without pitching, spamming, or wasting time? Buy The LinkedIn Edge by Jeb Blount and Brynne Tillman today. Sales Gravy is the number one sales training organization](https://salesgravy.com/wp-content/uploads/2025/12/6-Moments-LinkedIn-Connection-Requests-Actually-Work-in-Prospecting-Sales-Gravy-Blog-Featured-Image-768x401.jpg)
