To build a personal connection from the very first touchpoint, you need a worksheet that moves beyond basic demographics and into psychographics (what they care about).
Here is a structured Prospect Discovery Worksheet designed to help you organize your thoughts and prepare for a meaningful conversation.
Prospect Profile Worksheet
1. The Essentials (The “Who”)
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Name: * Company/Role:
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Key “Human” Detail: (e.g., They are a marathon runner; they just moved to Austin; they post a lot about their cat.)
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Mutual Connections: (Who do you both know? Mentioning a shared contact is the fastest way to build trust.)
2. The Pain & The Prize (The “Why”)
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Current “Wall”: What is the #1 thing keeping them up at night regarding their business or project?
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Desired Future State: If they solve this problem, what does “winning” look like for them personally (e.g., more time with family, a promotion, less stress)?
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The “Status Quo” Cost: What happens if they change nothing?
3. Connection Strategy (The “How”)
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The Icebreaker: (Reference a recent post of theirs, a shared interest, or a specific achievement. Avoid: “How is your day?”)
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Value Deposit: What can you give them before you ask for anything? (e.g., an article, a relevant introduction, a helpful tip.)
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Communication Preference: Do they seem like a “straight-to-the-point” emailer or a “let’s chat on the phone” person?
The “Connection Deep-Dive” Table
Fill this out during or after your first interaction to track the relationship.
| Question to Answer | Your Observations |
| What is their “Why”? | |
| What is their biggest frustration? | |
| What do they value most? | (e.g., Efficiency, Quality, Innovation, Security) |
| Personal Detail to follow up on: | (e.g., “Ask about their vacation to Italy”) |
Quick Strategy: The “Three-by-Three” Rule
Before every meeting or outreach, try to find 3 pieces of information in 3 minutes. Check their LinkedIn, their company “About” page, and their recent social activity.
Goal: You want to walk into the conversation knowing enough to show you’ve done your homework, but leaving enough space to be genuinely curious.