The Plus One (+1) Prospecting Technique
Written by Jamie May
The plus one or (+1) is a simple prospecting technique for on-the-road reps, canvassers, and anyone doing face-to-face meetings. It’s less a strategy and more a discipline that compounds over time.
Face-to-face meetings are time-expensive, particularly in Sydney and Melbourne where travel can add an hour each way. A one-hour meeting quickly becomes three hours door to door, which means you can only fit a handful of appointments into a day without working geographically.
As an on-the-road rep I had daily face-to-face meeting targets ranging from 8 to 50 per day. That’s nearly impossible unless you’re disciplined about location.
Version 1 — Book a +1 Whenever you book a meeting, book another one in the same area. Simple rule. Every appointment generates a second appointment nearby before you confirm the first. Over a week this doubles your meeting count without adding travel time.
Version 2 — Drop In on the Neighbours The second version works on arrival. Before or after your meeting, drop in on the two businesses or neighbours on either side. People are often receptive to: “Hi, I was just showing our service to Mary next door — do you have a minute?”
It’s warm without being a cold call, it’s efficient, and it turns every meeting into three opportunities.
The +1 is one of the simplest ways to increase face-to-face prospecting output without working longer hours — just smarter geography.
