Selling with AI 4 · From Zero to Your First Client|INEMA.CLUB-PRO

Lesson 5 · 17 min

A list that converts

Without a routine, prospecting turns into a burst: thirty calls on a Monday, frustration, and two weeks of silence. This lesson builds what holds up everything else: where to find companies, how to qualify each one in three minutes, how to find the name of the decision-maker, and a color-coded spreadsheet that shows your whole day on one screen.

Start the lesson
A laptop with a spreadsheet of colored rows, a phone, and a cup of coffee on the table.

In this lesson you will

  1. 1Why calls, not email, for someone starting from zero
  2. 2Find and qualify companies in three minutes, without talking to anyone
  3. 3Find the decision-maker's name in public sources
  4. 4The color spreadsheet and a routine that doesn't depend on mood

Goal: build a qualified list of companies, with the name of the decision-maker, and a daily contact routine.

01From search to the day's list

Five steps, once a day. Tap each one.

Click each block in the diagram to see what it does.

Simplicity and consistency beat expensive tools: don't subscribe to a sales system before your first client.

02The three filters, up close

Qualifying means answering one question: does this company lose something because of the problem I solve?

1. Right size

Rule of thumb: between 10 and 50 reviews. Under 10, they are too small or too new. Over 300, they already have an agency and you are not talking to the decision-maker.

And ask whether your service makes sense in that region before you build the list.

03Why calls, and the routine

If you are starting from zero, you do not have a scale problem: you have a learning problem.

1. A call gives you an answer in seconds

You hear the real objection, with the tone of voice along with it, and every call trains you for the meeting that comes next.

Email takes weeks to prepare, solves a scale problem you do not have, and silence teaches you nothing.

04Templates to copy

The spreadsheet columns and the prompt that adapts the qualification to your niche.

Spreadsheet columns
company | main phone | decision-maker's name | website | reviews | estimated traffic | gap (your hook) | status (color) | note (one line) | next contact

COLORS
yellow = no answer, call back tomorrow
red    = not interested, remove from list (and never call again)
blue   = asked for a call back later: <day and time>
green  = meeting booked
Prompt · niche qualification manual
You are my pre-sales operator. I am going to prospect companies
in a sector by phone to offer an AI audit (inventory of what the company
already uses in AI, data risks, permissions and keys, 30-day plan).
MY NICHE = <sector>
MY REGION = <city or state>
MY ENTRY PRICE = <amount>

Deliver:
1. 8 objective checks, using public information only, that indicate whether the
   company already uses AI or automation with nobody checking it. Yes/no and weight.
2. 5 signs that I should NOT spend a call on that company.
3. 4 public sources to find the decision-maker in this sector and region.
4. The spreadsheet columns with an example of a filled-in row.
5. Sector particularities: seasonality, the owner's schedule,
   vocabulary, and contact rules or restrictions that usually exist.
6. In two sentences, how I explain the reason for the call without accusing anyone.
If you do not have a basis to state something, say it is an assumption.

05Practice

A good list gets roughly one in three companies approved.

1 · List of 20 companies

60 min

Run the qualification prompt and test the checklist on three real companies in your niche. If they all pass or all fail, adjust the criteria. Then build the spreadsheet with 20 companies.

Done when: the spreadsheet has 20 qualified companies, each with the gap noted and the name of the decision-maker (or the source where you will look for it).

2 · Rules and routine

20 min

Write down the phone contact rules that apply in your country and your industry. Choose a fixed time for your daily block and set your starting goal.

Done when: the contact rules are noted with their source, and the daily block is on your calendar, with a time and a goal (for example, 20 calls).

06Quick quiz

4 questions. The explanation appears after your attempt.

Question 1 of 4

Why does finding the owner's name before calling change the result so much?

07Summary

Calls teach fastIt's the channel for someone who needs to learn, not to scale.
Three filtersRight size, a gap you can solve, and the name of the decision-maker.
Color spreadsheetYellow, red, blue, green; color before the next number.
Routine and rulesEvery business day, and respecting the contact rules of your market.
Previous lessonNext lesson