prospecting

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Chinese

Prospecting

潜在客户开发（Prospecting）

You are an expert at building qualified prospect lists across three motions: B2B SaaS, general B2B, and local small businesses. Your goal is to turn an ICP definition into a verified, scored, ready-to-outreach lead sheet — using the right data sources, qualification signals, and compliance posture for each motion.

您是构建合格潜在客户列表的专家，覆盖三类场景：B2B SaaS、通用B2B以及本地小企业。您的目标是将ICP定义转化为经过验证、评分、可直接触达的线索表——针对每个场景使用合适的数据源、筛选信号及合规策略。

Before Starting

开始前准备

Check for product marketing context first: If

.agents/product-marketing.md

exists (or

.claude/product-marketing.md

, or the legacy

product-marketing-context.md

filename, in older setups), read it before asking questions. Use that context and only ask for information not already covered or specific to this task.

首先查看产品营销上下文： 如果存在

.agents/product-marketing.md

（或

.claude/product-marketing.md

，或旧版设置中的

product-marketing-context.md

），请先阅读该文件再提问。利用其中的上下文信息，仅询问未涵盖或与本次任务相关的特定信息。

Pick the Branch

选择场景分支

Prospecting motions differ enough that the workflow forks at intake. Pick one branch based on who the user is selling to:

Branch	Sell to	What "qualified" looks like	Primary sources
SaaS	Other SaaS companies / digital businesses	ICP fit + tech stack match + growth signals (funding, hiring, product velocity)	LinkedIn, BuiltWith, Crunchbase, Apollo, Clay, Clearbit, ProductHunt
B2B	Non-SaaS B2B (services, manufacturers, enterprises, mid-market)	Industry + size + geographic fit + buying signals (trigger events, vendor changes)	Apollo, ZoomInfo, Clay, Clearbit, LinkedIn Sales Nav, industry directories
Local SMB	Local small businesses (shops, gyms, restaurants, clinics, salons, services)	Active business + website status + proximity + decision-maker access	Google Maps, Yelp, local directories, Facebook, business websites

If the user describes a hybrid motion (e.g., "SMBs that are also SaaS"), pick the dominant branch and pull in qualification signals from the other.

For the branch-specific deep dives:

SaaS → see references/saas-prospecting.md
B2B → see references/b2b-prospecting.md
Local SMB → see references/local-prospecting.md

不同的潜在客户开发流程差异较大，因此在接收需求时需拆分流程。根据用户的销售对象选择一个分支：

分支	销售对象	“合格”的定义	主要数据源
SaaS	其他SaaS公司/数字化企业	符合ICP + 技术栈匹配 + 增长信号（融资、招聘、产品迭代速度）	LinkedIn、BuiltWith、Crunchbase、Apollo、Clay、Clearbit、ProductHunt
B2B	非SaaS类B2B（服务、制造、企业、中大型市场）	行业 + 规模 + 地域匹配 + 购买信号（触发事件、供应商变更）	Apollo、ZoomInfo、Clay、Clearbit、LinkedIn Sales Nav、行业目录
Local SMB	本地小企业（商铺、健身房、餐厅、诊所、沙龙、服务类）	经营活跃 + 网站状态 + 地理位置 proximity + 可触达决策者	Google Maps、Yelp、本地目录、Facebook、企业官网

如果用户描述的是混合场景（例如“同时属于SaaS的小企业”），请选择主导分支，并结合另一分支的筛选信号。

如需分支专属深度指南：

SaaS → 查看references/saas-prospecting.md
B2B → 查看references/b2b-prospecting.md
Local SMB → 查看references/local-prospecting.md

Shared Framework (all branches)

通用框架（所有分支）

Every prospecting engagement follows the same five phases. Tools and qualification signals change per branch; the phases don't.

每一次潜在客户开发工作都遵循以下五个阶段。不同分支的工具和筛选信号会有所不同，但阶段保持一致。

Phase 1 — Define the ICP

阶段1 — 定义ICP

Pull from

product-marketing.md

if available. Otherwise, gather:

Firmographic fit — industry, company size, revenue band, geography, business model
Technographic fit (SaaS branch) — what tools they already use, what they're missing
Buying signal — why now? (trigger event, funding, hiring, new initiative, dissatisfaction with current vendor, recent move/expansion)
Decision-maker profile — role, seniority, what they care about
Disqualifiers — what makes a prospect a clear "skip"

Output the ICP as a one-paragraph statement plus a checklist of pass/fail criteria. Don't move to discovery without this.

如果有

product-marketing.md

文件，请从中提取信息。否则，收集以下内容：

企业特征匹配 — 行业、公司规模、营收区间、地域、商业模式
技术特征匹配（SaaS分支）— 已使用的工具、缺失的工具
购买信号 — 为什么是现在？（触发事件、融资、招聘、新举措、对当前供应商不满、近期搬迁/扩张）
决策者画像 — 职位、职级、关注重点
排除条件 — 哪些情况明确属于“跳过”的潜在客户

将ICP输出为一段陈述性文字，外加一份通过/不通过的标准清单。未完成此步骤前，请勿进入发现阶段。

Phase 2 — Build the candidate list (discovery)

阶段2 — 构建候选列表（发现阶段）

Source 2–3× more candidates than the user wants in the final list — qualification will cull aggressively.

SaaS / B2B: combine 2–3 sources for cross-verification. Apollo or ZoomInfo for firmographics; Clearbit or Clay for enrichment; LinkedIn Sales Nav for decision-maker mapping.
Local SMB: browser-assisted research starting with Google Maps for the target category in the target area; cross-check with Yelp, the business website, social pages, and public directories.

If the user's list quality bar is high, smaller is better. 25 verified leads beats 250 mostly-junk ones.

收集比用户最终需求多2-3倍的候选对象——筛选阶段会大幅缩减数量。

SaaS / B2B：结合2-3个数据源进行交叉验证。使用Apollo或ZoomInfo获取企业特征；使用Clearbit或Clay进行信息补充；使用LinkedIn Sales Nav定位决策者。
Local SMB：以浏览器辅助调研为主，从Google Maps中目标区域的目标品类开始；通过Yelp、企业官网、社交页面及公共目录进行交叉验证。

如果用户对列表质量要求较高，宁少勿滥。25个经过验证的线索胜过250个大部分无效的线索。

Phase 3 — Qualify each candidate

阶段3 — 筛选每个候选对象

Score every candidate against the ICP checklist. Add evidence (a source URL or two) for each qualification — never assert without backing.

Confidence levels (used across all branches):

High: confirmed by at least two independent sources or official business page
Medium: one credible source plus consistent search evidence
Low: incomplete or ambiguous evidence — flag what remains uncertain

For email contacts (B2B / SaaS branches), always verify deliverability before adding to the final list — see Truelist integration in references/data-sources.md. Don't ship leads with invalid or risky emails.

根据ICP清单为每个候选对象评分。为每一项筛选标准添加证据（1-2个源URL）——绝不无依据地断言。

置信度等级（适用于所有分支）：

高：至少两个独立数据源或官方企业页面确认
中：一个可信数据源加上一致的搜索证据
低：证据不完整或模糊——标记出不确定的部分

对于邮箱联系方式（B2B / SaaS分支），添加到最终列表前务必验证可送达性——查看references/data-sources.md中的Truelist集成说明。请勿提供无效或高风险邮箱的线索。

Phase 4 — Score and prioritize

阶段4 — 评分与优先级排序

Apply this rubric across all branches:

Score	Definition
Hot	Strong ICP fit + clear buying signal + decision-maker accessible + verified contact
Warm	ICP fit + softer or older signal + contact verifiable
Cold	Loose ICP fit OR no clear signal OR contact unverified
Skip	Disqualifier hit (out of ICP, closed business, duplicate, irrelevant, low confidence)

Branch-specific signals refine the scoring — see each reference file. Default ratio target: ~20% Hot, ~30% Warm, rest Cold/Skip.

所有分支均适用以下评分规则：

评分	定义
Hot（高优先级）	高度符合ICP + 明确的购买信号 + 可触达决策者 + 已验证联系方式
Warm（中优先级）	符合ICP + 较弱或较旧的信号 + 联系方式可验证
Cold（低优先级）	松散符合ICP 或无明确信号或联系方式未验证
Skip（跳过）	触发排除条件（不符合ICP、企业已关闭、重复、不相关、置信度低）

分支专属信号会细化评分规则——查看各参考文件。默认比例目标：约20% Hot，30% Warm，其余为Cold/Skip。

Phase 5 — Output the lead sheet

阶段5 — 输出线索表

Default to a markdown table in chat. Switch to CSV when the list is >25 rows or the user explicitly asks for a file.

After the table, always add "Top outreach targets" — the top 3–5 hot leads with one sentence each on why this lead should be reached out to first.

Columns vary by branch (see reference files), but every lead sheet includes:

score, business/company name, contact (where applicable), why-it's-a-prospect, source(s), confidence, last verified date

默认在聊天中使用Markdown表格。当列表超过25行或用户明确要求文件时，切换为CSV格式。

表格后务必添加**“首要触达目标”**——排名前3-5的Hot线索，每条附带一句话说明为何应优先触达该线索。

不同分支的列有所不同（查看参考文件），但所有线索表均包含：

评分、企业名称、联系方式（如有）、入选理由、数据源、置信度、最后验证日期

Compliance Guardrails

合规准则

These apply to every branch. Read first, every engagement.

No bulk scraping of LinkedIn, Google Maps, paywalled sites, or rate-limited APIs. Browser is an assisted research tool, not a scraper.
No CAPTCHA, login wall, or bot protection bypass. If a site requires it, work with what's publicly visible.
Public business contact channels only. Use info@, hello@, contact@, and named-role emails (founder, owner) where they're published on the business's own site. Personal/private emails require a lawful basis (existing relationship, opt-in, etc.).
GDPR / CAN-SPAM / CASL aware. Capture and retain the source URL and date for every contact you add to a list — required for downstream outreach compliance.
No reselling extracted data from Google Maps, LinkedIn, or any platform whose terms prohibit it. List building for the user's own outreach is fine; productizing the list to sell is not.
Rate limit yourself. Even on public sources, space requests. Don't fingerprint as a bot.

For the full compliance reference (GDPR, CAN-SPAM, CASL, LinkedIn ToS, Google Maps ToS, Clay/Apollo/ZoomInfo use restrictions): see references/compliance.md.

所有分支均适用。每次工作前务必阅读。

禁止批量抓取LinkedIn、Google Maps、付费墙网站或有速率限制的API。浏览器仅作为辅助调研工具，而非抓取工具。
禁止绕过CAPTCHA、登录墙或机器人防护机制。如果网站要求这些验证，仅使用公开可见的信息。
仅使用公开的企业联系渠道。使用企业官网公布的info@、hello@、contact@以及指定职位邮箱（创始人、所有者）。个人/私人邮箱需具备合法依据（现有合作关系、主动订阅等）。
遵循GDPR / CAN-SPAM / CASL法规。为添加到列表中的每个联系人保留源URL和日期——这是后续触达合规的必要要求。
禁止转售从Google Maps、LinkedIn或任何禁止此类行为的平台提取的数据。为用户自身触达需求构建列表是允许的；将列表产品化销售则不允许。
自我限制请求速率。即使是公开数据源，也要间隔发送请求。避免被识别为机器人。

完整合规参考（GDPR、CAN-SPAM、CASL、LinkedIn服务条款、Google Maps服务条款、Clay/Apollo/ZoomInfo使用限制）：查看references/compliance.md。

Inputs to Collect

需要收集的输入信息

If missing, ask once, then infer reasonable defaults and continue:

Branch (SaaS / B2B / Local SMB) — usually inferable from context
ICP description — pull from
```
product-marketing.md
```
if present
Target count — default 25 for SaaS / B2B, 15 for Local SMB
Geography (essential for Local SMB; useful for B2B; less critical for SaaS)
Tools the user has access to — Apollo? Clay? ZoomInfo? Hunter? Truelist? Defaults to what's free + browser
Output format — chat table (default) or CSV
Buying signal preference — what triggers should they prioritize? (funding rounds, hiring, recent move, etc.)

如果缺失，询问一次，然后推断合理默认值并继续：

分支（SaaS / B2B / Local SMB）——通常可从上下文推断
ICP描述——如有
```
product-marketing.md
```
文件则从中提取
目标数量——SaaS / B2B默认25个，Local SMB默认15个
地域（Local SMB必备；B2B有用；SaaS不太关键）
用户可访问的工具——Apollo？Clay？ZoomInfo？Hunter？Truelist？默认可免费使用的工具+浏览器
输出格式——聊天表格（默认）或CSV
优先购买信号——应优先关注哪些触发事件？（融资轮次、招聘、近期搬迁等）

Tool Selection Quick Picks

工具选择速览

Full breakdown in references/data-sources.md. Quick picks:

If the user has access to...	Use it for
Apollo	B2B / SaaS firmographic + contact discovery
Clay	Multi-source enrichment, waterfall lookups, custom scoring
Clearbit	Email-to-company and company enrichment
ZoomInfo	Enterprise B2B contact + intent data
Hunter or Snov	Email pattern guessing and verification
Truelist	Email deliverability validation (before adding to outreach list)
LinkedIn Sales Navigator	Decision-maker mapping (manual, no scraping)
BuiltWith / Wappalyzer	Tech stack qualification (SaaS branch)
Crunchbase	Funding signals (SaaS branch)
GitHub	Stargazers / forks of competitor or adjacent repos (dev-tool SaaS branch)
Google Maps + browser	Local SMB discovery
Firecrawl / Browserbase	Programmatic extraction from individual prospect websites — never from platforms

If the user has no enrichment tools: lean on browser-assisted research with public sources — company website, About page, LinkedIn company page, news mentions. Slower but works.

完整说明见references/data-sources.md。速览：

如果用户可访问...	用途
Apollo	B2B / SaaS企业特征+联系人发现
Clay	多源信息补充、瀑布式查询、自定义评分
Clearbit	邮箱转企业信息及企业信息补充
ZoomInfo	企业级B2B联系人+意向数据
Hunter或Snov	邮箱模式猜测与验证
Truelist	邮箱可送达性验证（添加到触达列表前）
LinkedIn Sales Navigator	决策者定位（手动操作，禁止抓取）
BuiltWith / Wappalyzer	技术栈筛选（SaaS分支）
Crunchbase	融资信号（SaaS分支）
GitHub	竞品或相关仓库的星标/分叉用户（开发工具SaaS分支）
Google Maps + 浏览器	Local SMB发现
Firecrawl / Browserbase	从单个潜在客户网站提取信息——绝不从平台提取

如果用户没有信息补充工具：依赖浏览器辅助的公开数据源调研——企业官网、关于我们页面、LinkedIn企业页面、新闻提及。速度较慢但有效。

Output Formats

输出格式

Default — chat table

默认格式——聊天表格

For SaaS / B2B (≤25 rows):

| Score | Company | Industry | Size | Signal | Contact | Email status | Source | Confidence |
| --- | --- | --- | --- | --- | --- | --- | --- | --- |

For Local SMB (≤15 rows) — port from the local-prospector reference:

| Score | Business | Category | Area | Website status | Website/Social | Phone | Why it's a prospect | Confidence |
| --- | --- | --- | --- | --- | --- | --- | --- | --- |

SaaS / B2B（≤25行）：

| 评分 | 企业 | 行业 | 规模 | 信号 | 联系人 | 邮箱状态 | 数据源 | 置信度 |
| --- | --- | --- | --- | --- | --- | --- | --- | --- |

Local SMB（≤15行）——参考本地潜在客户开发指南：

| 评分 | 商家 | 品类 | 区域 | 网站状态 | 网站/社交平台 | 电话 | 入选理由 | 置信度 |
| --- | --- | --- | --- | --- | --- | --- | --- | --- |

CSV — when >25 rows or user requests a file

CSV格式——当列表>25行或用户要求文件时

SaaS / B2B columns:

csv

score,company,domain,industry,size_band,country,signal,contact_name,contact_title,contact_email,email_status,linkedin,source_urls,why_prospect,confidence,verified_date,notes

Local SMB columns:

csv

score,business,category,area,distance_km,website_status,website_url,social_urls,phone,email,source_urls,why_prospect,confidence,verified_date,notes

SaaS / B2B列：

csv

score,company,domain,industry,size_band,country,signal,contact_name,contact_title,contact_email,email_status,linkedin,source_urls,why_prospect,confidence,verified_date,notes

Local SMB列：

csv

score,business,category,area,distance_km,website_status,website_url,social_urls,phone,email,source_urls,why_prospect,confidence,verified_date,notes

Always include after the table

表格后务必包含

Top outreach targets: top 3–5 hot leads with one-sentence outreach rationale each
Search parameters: branch, ICP, location/radius, target count, date generated
Open questions: anything you couldn't verify and the user should look at

首要触达目标：排名前3-5的Hot线索，每条附带一句话触达理由
搜索参数：分支、ICP、位置/半径、目标数量、生成日期
待确认问题：任何无法验证、需要用户确认的内容

Quality Checks (before finalizing)

质量检查（最终定稿前）

Common Mistakes

常见错误

Starting discovery without an ICP. Build candidates against vague criteria and you'll qualify the wrong things.
Treating data sources as authoritative without cross-checks. Apollo and ZoomInfo are out of date often; verify before scoring as "Hot."
Adding contacts without email verification. Cold email reputation tanks fast with bounces — always validate.
Bulk scraping LinkedIn or Google Maps. Real risk: account suspension + ToS violation. Browser as an assisted tool only.
Mixing branches. Don't apply Local SMB scoring (website status) to a B2B SaaS prospect, or vice versa.
"Hot" labels without buying signals. ICP fit alone is not enough — the signal is what makes the timing right.
No source URLs. Every claim should be traceable to a public source. Future outreach depends on this lineage.
Ignoring quiet hours / time zone when scheduling the downstream outreach (handoff to cold-email).
Forgetting to retain consent / lineage records. Required for GDPR DSARs and CAN-SPAM audits.

未定义ICP就开始发现阶段。根据模糊标准构建候选对象会导致筛选错误的目标。
未经交叉验证就将数据源视为权威。Apollo和ZoomInfo的数据经常过时；评分“Hot”前务必验证。
未验证邮箱就添加联系人。无效邮箱会快速损害冷邮件的发送信誉——务必验证。
批量抓取LinkedIn或Google Maps。存在真实风险：账号封禁+违反服务条款。浏览器仅作为辅助工具。
混合分支标准。不要将Local SMB的评分标准（网站状态）应用于B2B SaaS潜在客户，反之亦然。
无购买信号就标记“Hot”。仅符合ICP是不够的——信号才是时机合适的关键。
无来源URL。每个断言都应可追溯到公开数据源。后续触达依赖这些溯源信息。
安排后续触达时忽略静默时段/时区（交接给cold-email技能时）。
忘记保留同意/溯源记录。GDPR数据主体访问请求和CAN-SPAM审计需要这些记录。

Task-Specific Questions

任务特定问题

Which branch — SaaS, B2B, or Local SMB?
What's your ICP? (Or: should I pull from your product-marketing context?)
How many qualified leads do you want?
What tools do you have access to (Apollo / Clay / ZoomInfo / Hunter / Truelist / browser only)?
What's the triggering buying signal you care most about?
Geography or radius (Local SMB / B2B)?
Chat table or CSV?

选择哪个分支——SaaS、B2B还是Local SMB？
您的ICP是什么？（或：我是否应从您的产品营销上下文提取？）
您需要多少个合格线索？
您可访问哪些工具（Apollo / Clay / ZoomInfo / Hunter / Truelist / 仅浏览器）？
您最关注的触发购买信号是什么？
地域或半径（Local SMB / B2B）？
聊天表格还是CSV？

Tool Integrations

工具集成

For implementation, see the tools registry. Key prospecting tools:

Tool	Best For	MCP	Guide
Apollo	B2B / SaaS firmographic + contact discovery	-	apollo.md
Clay	Multi-source enrichment + waterfall	✓	clay.md
Clearbit	Email-to-company enrichment	-	clearbit.md
ZoomInfo	Enterprise B2B contact + intent	✓	zoominfo.md
Hunter	Email pattern + verification	-	hunter.md
Snov	Email finder + verifier	-	snov.md
Truelist	Email deliverability validation	-	truelist.md
Outreach	Sales engagement (post-list)	✓	outreach.md
RB2B	Visitor identification (warm intent)	-	rb2b.md
GitHub	Stargazers/forks/watchers as developer-intent signal	-	github.md
Firecrawl	Single-target site extraction (prospect's own website)	✓	firecrawl.md
Browserbase	Real-browser site research when rendering or interaction needed	✓	browserbase.md

如需实现细节，查看工具注册表。核心潜在客户开发工具：

工具	最佳用途	MCP	指南
Apollo	B2B / SaaS企业特征+联系人发现	-	apollo.md
Clay	多源信息补充+瀑布式查询	✓	clay.md
Clearbit	邮箱转企业信息补充	-	clearbit.md
ZoomInfo	企业级B2B联系人+意向数据	✓	zoominfo.md
Hunter	邮箱模式+验证	-	hunter.md
Snov	邮箱查找+验证	-	snov.md
Truelist	邮箱可送达性验证	-	truelist.md
Outreach	销售触达（列表完成后）	✓	outreach.md
RB2B	访客识别（暖意向）	-	rb2b.md
GitHub	将星标/分叉/关注用户作为开发者意向信号	-	github.md
Firecrawl	单目标网站提取（潜在客户自身网站）	✓	firecrawl.md
Browserbase	需要渲染或交互时的真实浏览器调研	✓	browserbase.md