Get a layer above and speak to the prospect’s path.

What’s going on right now? Their priorities? What’s getting in the way of those priorities?

That’s the prospect’s current state.

Then dig into their desired future state (the place you’re helping them to) and their undesired future state (the place you’re helping them avoid).

Once you have those pieces, you’ll upgrade the messaging in your cold emails and cold calls.

In episode 3 of #askjbay, I share a framework you can use to understand your prospect’s path.


How do you talk to your prospect’s future state when prospecting?


Submit your question here.


Join the conversation on LinkedIn here.


Here are three ways we can help you with your prospecting:
  • LinkedInConnect with me for #DailyProspectingTips.
  • Reply Method Guide. A proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
  • Prospecting Boot Camps. A 6-week program to help you or your team land more meetings with your ideal clients.