Here are some insights that might help you and your team prospect more effectively.
Most organizations want to prospect Fortune 1000 companies.
While tempting, it can be a bit like boiling the ocean. After all, there are 1000 companies on the list and the big question is always how to prioritize. While many companies listed on the Fortune list are desirable prospects, some may not be and it’s really important to understand that, otherwise your salespeople will end up dialing for dollars, which is time-consuming and costly.
Here are some insights that might help you and your team prospect more effectively.
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Understand who you want to target.
A consultative sales approach starts with understanding who your target audience is and it might turn out that your ideal client is not necessarily on the Fortune list. For example, if you develop a niche offering your prospect could be small business owners or mid-size companies in a specific region or industry.
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Develop a message that resonates with your audience.
Once you identified your ideal client profile, you need a message that resonates. Put yourself into your prospect’s shoes and try to find out why you would want to buy the service/product. Talk about industry trends, such as mobile technology if it’s relevant to your service offering so you help your prospect be relevant.
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Identify the decision maker.
You need to talk to the right people within the organization otherwise, your message will not be heard. If you have an offering that features cost savings, target the CFO. Develop a unique selling proposition that highlights the benefits of your service/product by telling a story to your prospects that is relevant to their daily responsibilities.
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Don’t talk about your company background service features.
People are not interested in how good your service offering is, they only care what it can do for them. Focus on the benefits and avoid the temptation to brag. Everybody thinks they have the best offering. What counts is whether it’s a fit or not.
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Look for a fit.
Not everybody will get excited about your story and that’s OK. If you do your research and you take the steps outlined above, you will find the individuals in the companies that fit your ideal prospect profile. Sometimes you will get a “no” or a “not now”, but more importantly while you are having those conversations you will be able to gather market research to strengthen and sharpen your message.
![6 High-Probability Moments to Send LinkedIn Connection Requests Prior to an Event Events create natural relevance. Conferences, trade shows, user groups, and local meetups give you a reason to connect that does not feel forced. The mistake sellers make is waiting until the event starts or turning the request into a pitch. A better move is connecting days or weeks ahead with a simple acknowledgment of the shared event. Example: Hi Sarah, saw you’re attending the Midwest Manufacturing Summit next month. I’ll also be there and am super excited! I’d love to catch up in person at the event. In the meantime, let’s connect here on LinkedIn. You are aligning with something already on their calendar. When you see them at the event or reach out afterward, your name is no longer unfamiliar. Following an Event After an event, connection requests work best when they reference a real interaction, even a small one. A short conversation, a question during a session, or a brief introduction creates enough context. The request should reflect that moment, not attempt to convert it into a follow-up. Example: Tim, I enjoyed meeting you at the conference last week. Your take on [subject/trend/idea] was intriguing. I look forward to staying connected and to our next conversation. This reinforces continuity and professionalism without pushing the relationship forward prematurely. After a Sales Call Sending a connection request after a sales call is one of the most underused opportunities in prospecting. If the call was answered and productive, the request reinforces credibility and continuity. Example: Thanks again for the conversation today. I appreciated your perspective on how your team is thinking about next quarter. I look forward to our next meeting and sharing some ideas I have with you and your team. If the prospect did not answer, a connection request can still make sense as a light reinforcement, especially early in the relationship. It keeps your name present without escalating pressure. Either way, the request works because the call establishes legitimacy first. After a Meaningful Interaction Not all interactions happen in formal selling environments. Thoughtful exchanges in comment threads, group discussions, or brief conversations in passing all create natural moments to connect. That might mean running into each other at a non-work event, crossing paths at an airport, or chatting briefly in a line somewhere unexpected. Example: Haley, it was a pleasure meeting you on our flight to Atlanta. Thank you for your restaurant recommendations! I look forward to staying connected, What makes this work is that the interaction was real. The request simply continues it. Mutual Connections Shared connections reduce perceived risk when handled with restraint. They signal that you operate in similar professional circles, not that you have permission to pitch. The mistake is overexplaining or implying endorsement. Example: Hi Mark, I noticed that you are connected to my good friend, James, and since you are also [interested in, working in, located in] I thought it might make sense for us to be connected also. A simple acknowledgment is enough. Familiarity does the work. Profile Views Profile views signal awareness, not intent. When someone views your profile after a call, email, or content interaction, a connection request can make sense as a low-pressure acknowledgment. Example: Wendy, thank you for visiting my profile. I had a chance to look at yours, and based on your interests, I thought it might make sense for us to connect. The discipline is resisting the urge to read more into it than is there. Want the exact framework for integrating LinkedIn into a disciplined outreach sequence without pitching, spamming, or wasting time? Buy The LinkedIn Edge by Jeb Blount and Brynne Tillman today. Sales Gravy is the number one sales training organization](https://salesgravy.com/wp-content/uploads/2025/12/6-Moments-LinkedIn-Connection-Requests-Actually-Work-in-Prospecting-Sales-Gravy-Blog-Featured-Image-768x401.jpg)