Prospecting: build a pipeline that does not run dry

Define who to look for, reach them by phone, email, LinkedIn and WhatsApp within the rules, and keep a steady pipeline.

Most sellers prospect in bursts. A slow month scares them into a week of calls, the calls bring meetings, the meetings fill the calendar, and prospecting stops until the next slow month. This course replaces the burst with a system. You decide exactly who you are looking for, find them in the sources that actually turn into meetings, and reach them with openers and messages people answer. You learn what the Do Not Call Registry and the PDPA require before you send anything, and you set up a simple CRM and the maths that tell you how much activity your target needs each week.

What you'll be able to do

• Write a one-page ideal customer profile with personas, trigger events and warning signs
• Build a lead source scorecard and choose sources by fit, cost and warmth
• Deliver a four-part cold call opener and handle the first brush-off
• Write cold emails and LinkedIn messages and test versions against each other
• Check outreach against the Do Not Call Registry and the PDPA before sending
• Run a multi-touch sequence from a CRM with a next step on every prospect
• Calculate the weekly activity your sales target needs from your own conversion rates

Syllabus

Module 1: Decide exactly who you are looking for

Write an ideal customer profile from your own best customers, turn it into personas, and list the trigger events that tell you when someone is ready to talk.

• 1.1 Your best customers tell you who to look for next
• 1.2 Turn the profile into personas who actually make the call
• 1.3 Trigger events tell you when to reach out
• 1.4 Write your ideal customer profile on one page

Module 2: Find leads in the places that turn into meetings

Work through your network, referrals, events, inbound enquiries and lists, and judge each source by how well it fits your profile and how warm the lead is.

• 2.1 Your network is a list you have not written down
• 2.2 Referrals as a lead source, briefly
• 2.3 Events, inbound enquiries and bought lists, judged honestly
• 2.4 Build a lead source scorecard

Module 3: Make cold calls people stay on the line for

Open a cold call in four parts, give a reason that is about the buyer, and answer the first brush-off with a calm question instead of a speech.

• 3.1 The four-part cold call opener
• 3.2 A reason for calling that is about them
• 3.3 The first brush-off and what to say next
• 3.4 Script and record ten practice openers

Module 4: Write emails and LinkedIn messages that get replies

Write short cold emails and LinkedIn messages built around the buyer, personalise them quickly, and test versions so your messages improve each month.

• 4.1 Anatomy of a cold email that gets a reply
• 4.2 LinkedIn connection requests and first messages
• 4.3 Personalise in five minutes, not fifty
• 4.4 Write and test three cold emails

Module 5: Stay on the right side of the DNC and PDPA rules

Know when the Do Not Call Registry applies, what the PDPA expects when you collect and use prospect details, and how to use WhatsApp without crossing a line.

• 5.1 What the Do Not Call Registry covers and how to check it
• 5.2 PDPA basics for prospecting: consent, purpose and records
• 5.3 WhatsApp etiquette for first contact
• 5.4 Build a compliance checklist for your outreach

Module 6: Let a sequence and a CRM remember for you

Plan multi-touch sequences across channels, space them so you stay visible without nagging, and keep a lean CRM that always shows the next step.

• 6.1 Why one message is never enough
• 6.2 Cadence: spacing touches without nagging
• 6.3 The minimum CRM fields worth tracking
• 6.4 Set up your CRM and a five-touch sequence

Module 7: Run the numbers and protect the weekly block

Work backwards from your target to weekly activity, find the stage where your pipeline leaks, and lock in a weekly prospecting habit you keep through busy months.

• 7.1 Pipeline maths: work backwards from your target
• 7.2 Read your conversion rates to find the leak
• 7.3 Protect a weekly prospecting block
• 7.4 Your 90-day pipeline plan

Frequently asked questions

How long does the course take?

About seven and a half hours of lessons and exercises across seven modules. The final project runs over a month alongside your normal work.

Do I have to make cold calls?

No. The calling module is there because many buyers still answer the phone, but the system works with email, LinkedIn and warm introductions if calling does not suit your market.

Is the PDPA and DNC module legal advice?

No. It explains how the rules work and where to check them on the PDPC website. For a specific case, ask your compliance team or a lawyer.

How is this different from Social selling and referrals?

This course is about going out and finding buyers. Social selling and referrals: LinkedIn, content and word of mouth is about getting buyers to come to you through content and introductions. Many people take both.

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