Finding The Right Prospect
How to Find People Who Want What You’re Selling

If you’re sick of working for someone else and dreaming of starting a business, there’s one skill you must learn early: how to find the right people to talk to, or finding the right prospect. Because no matter how amazing your product or service is, you can’t make a sale if you’re talking to the wrong person.

This part of the journey is called finding the right prospect or prospecting — and it’s where every sale starts.

Finding the Right Prospect - What Does it Look Like?

A prospect is a person or business who could genuinely benefit from what you’re offering.

They’re not just a name.

They’re a potential customer — someone who:

• Has the problem you solve
  
  
• Can afford to pay for the solution
  
  
• Is accessible to you. 
  
  

Not everyone qualifies, and that’s a good thing.

Your goal is to spend time in front of people who might actually buy.

How to Narrow Your Focus on Finding the Right Prospect

When you first start a business, it’s tempting to think, “Everyone could use this!” , "Everyone is a prospect".

But that mindset will waste your time.

Here’s how to go from “everybody” to “my perfect prospect” in 3 steps:

1. Start with the Big Picture

Think broad, think big. Who could possibly benefit from your product or service?

Write down as many types of people or businesses as you can think of.

Brainstorm the hell out of it. Be create. Think outside the box. Nothing is too outrageous.

Get a list and then you can delete where necessary.

Example: If you’re offering social media help, your big list might include local businesses, coaches, influencers, online stores, etc.

2. Eliminate the Obvious No’s

Now start trimming.

Who won’t buy?

• The ones who maybe don’t have the money.
  
  
• Maybe they’re too hard to reach. Geographically not suitable.
  
  
• Maybe they’re not struggling with the problem you solve. 
  
  

Cut these out. Be ruthless. Culling is good.

3. Define Your Ideal Client

Now you’re left with a more focused group. This is where you create a basic sketch of your ideal prospect:

• What industry or niche are they in?
  
  
• How old are they?
  
  
• What are they frustrated by?
  
  
• What are they already spending money on?
  
  
• Where do they hang out (online or offline)?
  
  

The more clearly you see them, the easier it becomes to speak their language and earn their trust. This is your target market.

You are prospecting for gold nuggets. You now know what your gold nugget looks like.

Where Do You Find Prospects?

Once you know who you’re looking for, it’s time to go find them.

Here are a few ways to start, even with no audience and no marketing budget:

• LinkedIn (for B2B or professionals)
  
• Facebook Groups or Reddit (for niche communities)
  
• Instagram or TikTok (if your audience is more visual or lifestyle-oriented)
  
• In-person networking (local meetups or industry events)
  
• Cold outreach (email or DMs if done respectfully and targeted)
• Word of mouth. Don't be afraid to get your message out there. You never never know, if you never never go.

You don’t need hundreds of leads. Finding the right prospect can start with 20–50 qualified names. Track who they are and why they might be a good fit. This is your prospect list.

A Quick Note About Fear

At this stage, you might feel a little nervous. Completely natural and normal.

You’re identifying people who might actually say no to your offer. That’s uncomfortable — but it’s also where growth happens.

Every business that exists today started with someone who was willing to hear no many times before they heard yes.

If your not getting loads of 'no's' your not working hard enough.

So don’t let fear of rejection keep you stuck. A “no” simply means you’re getting closer to the right person. You are getting closer to the one that says, 'yes".

It's a Numbers Game

Look, let’s be real, not every prospect will say yes. That’s fine. This is why you build a list. This is why you talk to more than one person.

But don’t just chase numbers. Track patterns. Ask:

• Who’s opening your emails?
  
  
• Who’s responding to your messages?
  
  
• Who’s showing genuine interest?
  
  

Over time, you’ll learn who actually buys from you. That insight is priceless. Keep record on everything. It all matters. As you will learn.

When You're Starting Out, Do This:

Create a simple action plan:

1. Write a short description of your offer (in plain language).
   
   
2. Describe your ideal client in one paragraph.
   
   
3. Make a list of 25 people or businesses who fit that description.
   
   
4. Reach out to 5 of them this week — just to start a conversation.
   
   

• You’re not pitching.
• You’re prospecting.
• You’re learning.
• You're moving forward. 

You know who you are looking for.

• This is the start. 
• This the hard yards you have to do before you get started selling anything.

The facts are, you might talk to hundreds prospects before your dig up the right prospect.

This is finding the right prospect to get an appointment with.

Don't be put off. It will get easier. 

Next I will show you how to turn the finding the right prospect into finding the right center of influence...

Conclusion

Experience isn't the best teacher, experience is the only teacher.

Confidence comes from experience