In today’s edition, we explore why outbound prospecting isn’t about mass messaging. It’s about showing people they matter. When you personalise your outreach with genuine care and relevance, you stand out in a sea of generic noise. Let’s walk through the simple steps to make your prospecting more effective, more human, and far more likely to get a response.
This week’s suggested resource: Hit Your Target Metrics
Imagine walking into an office you last visited 7 months ago, and you’re told, “Here’s your coffee, flat white, no sugar – just the way you like it.”
Years ago, in a company where I used to work, I had a financial customer who had what was probably the smartest little trick I’ve ever heard.
Whenever a customer was in his office, he would record on his CRM the type of coffee they drank and the way they took it.
The next time the client was in, whether a week later, or a few months later, they would be presented with their coffee, the way they take it.
In that situation, you’d be wondering, “How did they remember?”
But more importantly, you’d feel special and important.
That idea has stuck with me ever since.
It wasn’t about the coffee. It was about the way he used it to make his customers feel seen. He showed them how they were more than just a number in a sales pipeline.
And when you’re prospecting, that’s exactly what people want.
They want to know you’ve done your homework. That you see them, not just their job title, or their bank account.
Outbound prospecting is a tough game, but it’s winnable if you approach it with care and relevance. That’s how you move from being ignored to getting noticed.
So let’s look at a practical checklist to help you prospect like a pro:
1. Define Your ICP & Segment
- Get clear on your ideal customer profile
- Build focused lists so your outreach is specific, not generic
2. Research Your Prospects
- Look at their website, LinkedIn, recent news
- Understand their challenges, priorities, and personal wins
3. Personalise Your Messaging
- Lead with their pain, goal, or recent trigger
- Keep it short and value-driven. You can also share a valuable resource
4. Use Multi-Channel Outreach
- Combine email, phone, LinkedIn, video, even handwritten notes can work
5. Follow-Up with a Structure
- Have a consistent follow-up routine
- Mix your channels to increase visibility
6. Leverage Social Proof
- Use testimonials, success stories, and case studies to build instant credibility
7. Track, Measure, Improve
- Monitor response rates, conversions, open rates, and call connects
- A/B test your messaging, subject lines, and timings
8. Get Your Tech Right
- Warm your email domains and verify your tech setup (DKIM, SPF, DMARC)
- Make sure your CRM supports smooth workflows
Now, this is just a guideline list. There are other things you can do too.
But look at it this way: Prospecting is like that flat white coffee.
It’s the small, thoughtful touches that cut through the noise. And when your prospect feels like you’re speaking to them, not at them, they’re far more likely to respond.
You need to find your own “flat white” experience to offer your prospects.
