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This is a summary of outbound prospecting on social. Use this as a quick reference guide to run your prospecting!

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1. Why Them? Why Now?

Build your target account lists and lead lists by:

• Creating a “Qualified TAM” account list that meets base-level qualification metrics like headcount, growth, location, industry, etc.
• Prioritizing the account list using triggers that answer “why should I reach out to them now vs. 60 days from now?” These triggers are related to an unforeseen problem or opportunity that you can see, but your prospect can’t.
• Adding more niche account lists based on your prioritization

2. Who’s Active?

Find and prioritize active leads at each of your accounts.

• First use Sales Navigator filters to find those actively sharing and posting content. Create a lead list if desired.
• Then over time, find other leads at the account who are actively commenting or liking content. Create a lead list if desired.

3. Warm Up Accounts in the Comments

Use social listening to find posts talking about relevant topics. Find influencers who post content that attract your ICP.

• Comment on the original post, especially if it’s from an active ICP
• Respond to comments from active ICP leads who have already dropped a comment – continue the conversation!
• Fulfill the Rule of 3: have 3 back-and-forth conversations before sending a connection request