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Ventas y Marketing

Building a Prospect List

Where to Find Prospects

LinkedIn (best for B2B SaaS):

• Search by job title + industry + company size matching your ICP.
• Look at who follows your competitors.
• Check who's posting about the problem you solve.
• Groups related to your problem space.

Communities:

• Reddit: Search subreddits where your ICP hangs out. Look at who's asking questions your product answers.
• Indie Hackers, Hacker News: People building things often need tools.
• Slack/Discord communities in your niche.
• Facebook Groups (surprisingly active for many B2B niches).

Review sites:

• G2, Capterra: Look at who's reviewing competitor products — especially negative reviewers.
• Product Hunt: People who upvoted similar products.

Job boards:

• Companies hiring for roles that your product makes easier are actively feeling the pain.
• "Hiring a data analyst" = might need a better analytics tool.

Existing networks:

• Your own LinkedIn connections who match the ICP.
• Former colleagues, industry contacts.
• Alumni networks.

Prospect List Structure

Build a spreadsheet:

| Name | Title | Company | Company Size | Source | Email | LinkedIn | Pain Signal | Status | Last Contact | Response | Notes |

Pain signal is the most important column. It's the specific reason you believe THIS person has the problem you solve:

• "Posted on Reddit about struggling with X"
• "Left 2-star review of [Competitor] complaining about Y"
• "Hiring for a role that your product automates"
• "Company just raised Series A (scaling pain incoming)"
• "Commented on a LinkedIn post about the problem"

Finding Email Addresses

• Hunter.io: Find emails by domain.
• Apollo.io: Search + email + sequencing in one tool.
• LinkedIn connection + direct message (no email needed).
• Company website: Check /about, /team, or /contact pages.
• Pattern guessing: Most companies use [email protected] or [email protected]. Verify with Hunter or NeverBounce.

Minimum viable list: 100 prospects before you start sending.

Writing Problem-First Messages

The Structure

[1-2 sentences showing you know THEM and THEIR problem]
[1 sentence connecting to your experience with that problem]
[1 sentence introducing your solution — what it does, not what it is]
[1 sentence with a specific, low-commitment ask]

Template

Subject: [Specific to their situation — NOT your product name]

Hi [First name],

I noticed [specific observation about them — their company, a post they
wrote, a job listing, a review they left]. [One sentence about why that
caught your attention, connecting it to a problem you understand.]

I ran into the same issue when I was [your relevant experience]. That's
why I built [Product] — it [one sentence on the specific outcome, not
features].

[Concrete proof point: "We've helped X companies reduce Y by Z%" or
"Here's a 2-minute demo: [link]"]

Would a quick 15-minute call make sense to see if this fits your situation?

[Your name]
[Product — one-line description]

Message Examples by Channel

Cold email:

Subject: re: your [specific pain signal]

Hi Sarah,

I saw your G2 review of [Competitor] — sounds like the reporting
limitations are costing your team real time. I heard the same thing
from 3 other marketing ops leads this month.

I built [Product] specifically to solve that gap — it [specific
outcome]. [Company X] cut their reporting time from 4 hours to 20
minutes.

Worth a 15-minute look? I can show you exactly how it'd work for
your setup.

— [Name]

LinkedIn DM:

Hi [Name] — I noticed you're leading [function] at [Company].
Curious: are you still using [current tool/process] for [task]?
I've been building something specifically for teams your size
and would love your take. No pitch — genuinely looking for feedback
from people doing this work daily.

Community reply (Reddit, HN, Discord):

I dealt with exactly this. [Share your genuine experience with the
problem — 2-3 sentences of value.] I actually ended up building a
tool to fix it for myself: [link]. Happy to answer questions if
you're exploring options.

What NOT to Do

• Don't lead with your product name, features, or company story.
• Don't send the same message to 500 people. Personalize at least the first two sentences.
• Don't use fake urgency ("Limited spots!") — you're a solo founder, not a used car lot.
• Don't write more than 150 words. Respect their time.
• Don't ask for a 30-minute call. Ask for 15. (You can always go longer if it's going well.)
• Don't follow up more than 3 times. Sequence: Initial → +3 days → +5 days → stop.

Tracking & Follow-Up System

Daily Routine

Morning (30-45 minutes):
  1. Send 10 new outreach messages (personalized).
  2. Send follow-ups to previous messages (per sequence rules).
  3. Reply to any responses from yesterday.
  4. Log everything in your spreadsheet.

End of week (15 minutes):
  1. Review response rate: Target 10-20% reply rate.
  2. Review objections: What are people saying?
  3. Refine message based on what's working.

Follow-Up Sequence

Day 0:  Initial message (the full problem-first message)
Day 3:  Follow-up #1 — Short, add new value
        "Hi [Name], following up on my note about [problem].
         I just published [relevant resource] that might be useful
         regardless — [link]. Still happy to chat if it makes sense."
Day 8:  Follow-up #2 — Even shorter, different angle
        "Hi [Name], one more thought — [different proof point or
         angle]. If the timing isn't right, no worries at all."
Day 15: Follow-up #3 (final) — Breakup email
        "Hi [Name], I'll assume this isn't a fit right now.
         If [problem] comes back up, I'm at [email]. Good luck
         with [something specific about their work]."

Response Handling

Positive reply ("Sure, let's chat"):

• Respond within 2 hours. Send a Calendly link or propose 2-3 specific times.
• Before the call: Research their company, prepare 3 specific questions about their workflow.
• On the call: Listen 70%, talk 30%. Ask about their current process, not about your product.

Objection reply:

• Log the objection verbatim.
• Respond with empathy, not defense.
• "Totally fair — [acknowledge objection]. Out of curiosity, what are you using now for [task]?"
• Every objection at 3+ frequency becomes a product or marketing priority.

No reply (most common):

• Follow the sequence. Don't take it personally.
• If reply rate < 5% after 50+ messages: your targeting or message is off. Fix before sending more.

Directory Submission as Outreach

Apply the same systematic approach:

| Directory | URL | Category | Submitted | Status | Backlink? | Traffic? |

Batch this work: dedicate 2-3 focused sessions to submit to 100+ directories. Write 3 variations of your product description (short, medium, long) and reuse across submissions.

Priority directories: Product Hunt, BetaList, DevHunt, Uneed, MicroLaunch, AlternativeTo, SaaSHub, GetApp, G2 (free listing), Capterra (free listing).

Metrics to Track

Weekly outreach metrics:
  Messages sent:        ___
  Reply rate:           ___%  (target: 10-20%)
  Positive reply rate:  ___%  (target: 3-8%)
  Calls booked:         ___
  Demos given:          ___
  Conversions:          ___

Objection frequency:
  [Objection 1]:  ___ times
  [Objection 2]:  ___ times
  [Objection 3]:  ___ times

Related Skills

• niche-advantage — If you're selling to your own industry, use warm channels instead of cold outreach
• validate — Validate demand before investing in outreach
• customer-research — Understand your ICP before reaching out
• email — Automated email sequences for nurturing leads
• copywriting — Write stronger outreach messages
• content — Build-in-public as an alternative to cold outreach