A lot of outreach problems look like messaging problems on the surface.

But most of the time, the real issue starts long before the first message is sent.

It starts with the list.

Last week I had an onboarding call with the owner of an IT services firm.

Super nice guy, knows his stuff in and out.

Cannot figure out how to crack into new accounts.

One of their core verticals is healthcare, but after a quick review we cut that entire segment from their outreach campaign.

Not because healthcare doesn’t need IT support.

But because that audience simply is not active or receptive on linkedin (and this was for a linkedin campaign).

If they’re not reachable, they’re not viable, no matter how strong your offer is.

That’s the real lesson most B2B service providers miss:

Targeting is not about who could use your service.

It’s about who’s reachable, relevant, and showing signs they need you right now.

And there are four pieces you have to get right.

1 | Know your ICP in detail

Not the vague version. The real version.
Industry, size, responsibilities, tools, budgets, frustrations.
The tighter your ICP, the easier it becomes to build a list that actually converts.

2 | Look for attributes and triggers

This is where campaigns sharpen - looking for things like…

-Hiring for roles that map to your service.
-Posting about a problem you solve.
-Using technology that signals a likely pain point.
-Engaging with content tied to your expertise.

These signals tell you why someone might care.

3 | Make sure they are active on the platform

This is the step most people skip.

If someone has not posted, commented, or engaged in months, your message is going into a void.

Active people just reply more.

When we built the IT firm’s list, this filter alone removed hundreds of names and immediately improved reply rates.

4 | Prioritize open profiles

This is the unlock most founders never consider.

Open profiles let you reach people without sending connection requests.

This expands your reachable universe and keeps volume high without hitting platform limits.

Most outreach dies early because the right people are unreachable.

When you combine all four items above, you end up with a list that can actually produce conversations.

Your messaging and value offer still matter, but without the right list, even perfect messaging falls flat.

If you want help putting together a highly targeted list based on your offer and service, grab some time below and I will take a look at your ICP and we’ll figure out where your best conversations are hiding.

Rooting for you,

Tom

Whenever you're ready... here are 3 ways we can help you grow your biz:

1 | Book an Outreach Strategy Call - CLICK HERE

We'll come up with a solid outreach strategy and how to effectively deliver your offer to your target prospects via LinkedIn or cold email.

We might work together. We might not. In either case you'll walk away armed with new ideas to grow your business.

2 | Get Your Custom LinkedIn Profile Upgrade - CLICK HERE

Drive the right profile visitors, turn them into leads, and get a customized lead list + scripts to start doing outreach for your specific offer (Done-For-You Service).

3 | Work With Us

Start generating leads and selling your services with one of our outreach programs:

LINKEDIN OUTREACH

EMAIL OUTREACH