Free Resource
Sales Prospecting Techniques: 10 Ways to Fill Your Pipeline Fast
An empty pipeline is the root cause of almost every sales slump. These 10 proven prospecting techniques — each with a word-for-word script — will help you find, approach, and book conversations with the right prospects, starting today.
Prospecting is the one sales skill that compounds. Every new technique you master adds another channel, another source of leads, another lever to pull when one method dries up. The best salespeople don't rely on inbound alone — they actively build pipeline every week using a mix of the approaches below.
01
The LinkedIn Connection Message
When to use:When you want to get in front of a prospect without leading with a pitch.
Why it works:A 3-line connect request that adds context without selling earns far more acceptances than a blank request or a wall of pitch text. Once they connect, you have a warm channel for follow-up.
Script
Hi [First name], I came across your profile while researching [industry/topic]. Your work on [specific thing] stood out — would love to add you to my network. [Your name]
02
The Referral Ask
When to use:After you've delivered results for a customer — ideally within 30 days of a win.
Why it works:Happy customers are your best salespeople, but they'll never refer you unless you ask. A direct, specific request for a name is far more effective than a vague 'let me know if you know anyone.'
Script
Hi [Name], Glad to hear [specific result] is working out for you — that's exactly what we were hoping for. Quick ask: is there anyone else in your network dealing with [core pain point]? Even a first name or a quick intro would go a long way. Thanks, [Your name]
03
The Trigger Event Outreach
When to use:When a prospect announces a funding round, new hire, product launch, expansion, or company milestone.
Why it works:Trigger events signal that a company's needs are changing — and that budgets, priorities, and openness to new solutions are shifting. Timely outreach framed around their news feels relevant, not random.
Script
Subject: Congrats on [event] — quick thought Hi [First name], Saw the news about [specific trigger — funding, new office, product launch, etc.]. That's a significant milestone — congrats to the team. Companies at this stage often run into [specific challenge your product solves]. We've helped a few similar businesses navigate it — worth a quick 15-minute call to see if there's a fit? [Your name]
04
The Mutual Connection Intro
When to use:When you share a mutual connection with a high-value prospect.
Why it works:A warm intro converts at 5–10x the rate of a cold outreach. Most salespeople never ask for them — which means this technique is massively underused. The key is making the ask easy for your contact.
Script
Hi [Mutual contact], Quick favour — I'm trying to connect with [Prospect name] at [Company]. Given your relationship with them, would you be comfortable making a brief intro? I'd keep it low-pressure — just a 15-minute call to explore if what we do might be relevant to what they're working on. Happy to draft something you can forward if that's easier. Thanks, [Your name]
05
The "I Read Your Content" Opener
When to use:When a prospect has published an article, podcast, post, or talk you can genuinely reference.
Why it works:Personalisation at this level takes 5 minutes but signals hours of care. It immediately differentiates you from every templated cold email they receive. Specific beats generic every time.
Script
Subject: Your piece on [topic] Hi [First name], Read your [article/post/talk] on [specific topic] — the point about [specific insight] was particularly sharp. It got me thinking: we work with a lot of [role/industry] on exactly that problem. [One sentence on what you do and the outcome it delivers.] Worth a 15-minute call to compare notes? [Your name]
06
The Job Posting Reverse-Engineer
When to use:When a target company is hiring for a role that signals a pain point you can solve.
Why it works:Job postings are public declarations of a company's problems. A company hiring 5 SDRs is struggling with pipeline. One hiring a data analyst has messy reporting. Lead with the pain, not the product.
Script
Subject: Noticed you're hiring [role] Hi [First name], Saw that [Company] is hiring [specific role] — that usually means [inferred pain point]. We help [type of company] solve exactly that, typically [specific outcome]. Wanted to reach out before you're knee-deep in interviews. Worth a quick call this week? [Your name]
07
The Conference/Event Approach
When to use:1–2 weeks before an industry event, conference, or trade show you're both attending.
Why it works:Pre-event outreach converts far better than cold calls at the event itself. People plan their schedules in advance — if you get on their calendar before they arrive, you've already won half the battle.
Script
Subject: Meeting at [Event name]? Hi [First name], I'll be at [Event] next week and saw your name on the attendee list / speaker lineup. I work with [type of company] on [one-line value prop] — would love to grab 20 minutes while we're both there. I'm flexible around the sessions. Any gaps in your schedule on [day]? [Your name]
08
The Champion Re-Engagement
When to use:When a former contact, past customer, or past champion moves to a new company.
Why it works:A champion who already knows and trusts your product is infinitely warmer than a cold prospect. When they move, they often bring their buying habits with them — and they're usually open to a quick catch-up.
Script
Subject: Congrats on the new role Hi [Name], Saw you've moved to [New Company] — congrats on the new role! Given what we built together at [Previous Company], I'd love to reconnect and see if there's a fit for what you're working on now. Even just a quick 20-minute catch-up to hear what you're focused on. Are you open to it? [Your name]
09
The Competitor Client Poach
When to use:When you can identify prospects currently using a competitor's solution.
Why it works:These prospects already have the budget, the use case, and the appetite for your category. You're not selling the concept — you're just making a switch case. Lead with a specific, compelling reason to move.
Script
Subject: Alternative to [Competitor] Hi [First name], I noticed [Company] is using [Competitor] — a lot of our customers came from there. The main reason they switched: [specific differentiator — better results, lower cost, faster onboarding, etc.]. I'm not going to pitch you on a cold email, but if you've ever had any frustrations with [competitor], I think it's worth 15 minutes to see what we'd look like side-by-side. [Your name]
10
The Cold Call Opener
When to use:Every cold call — the first 15 seconds determine whether you get 30 more.
Why it works:Most cold callers open with a name-dump and a pitch, which triggers instant resistance. This opener leads with pattern interruption and a permission question — it earns the next 30 seconds instead of demanding them.
Script
"Hi [First name] — this is [Your name] from [Company]. I know you weren't expecting my call, so I'll be quick. We help [type of company] [specific outcome in one line]. I've got no idea if that's relevant to you right now — worth 30 seconds to find out?"
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Turn These Techniques Into Booked Meetings
The Futureproofed Sales Playbook goes deeper — covering your entire sales process from prospecting to close, with scripts, frameworks, and a repeatable system. Used by 500+ salespeople.