7 Prospecting Lessons Legaltech Startups Can Steal

If you're building a legaltech startup, there's a good chance you're also leading the sales motion. And if you're anything like the founders we work with, you're probably juggling product, fundraising, hiring, and—somewhere in there—trying to fill your pipeline.

Sound familiar?

Fanatical Prospecting by Jeb Blount tackles this head on. It’s a great reality check for anyone who’s ever stared at an empty pipeline and wondered, “What now?” It’s one of those rare sales books that doesn’t waste your time—it gives you the playbook, minus the fluff.

We’ve pulled out the lessons that resonate most with us, our clients, and legaltech founders and translated them into real-world actions you can start using today.

1. Prospecting Is the Engine of Sales

When you’re still building, every minute counts. You don’t have time to waste on prospects who were never a fit to begin with. And that’s why the best founders we work with are relentless about prospecting.

They know:

• You need a full pipeline before you can close deals.

• You need consistent outreach before your brand has pull.

• You only get clarity on your ICP through actual conversations.

Blount’s 30-Day Rule is simple: the work you put in this month creates the pipeline for the next three.

Track this religiously:

• How many people did you reach out to?

• How many conversations did you spark?

• How many turned into real opportunities?

It’s math. Put in the reps, and the results follow.

2. Mix It Up: Don’t Rely on Just One Channel

There’s no one-size-fits-all in sales, especially not in legal.

Some lawyers respond to emails. Some want a warm intro. Some partners will actually pick up the phone. Others will respond to LinkedIn DMs.

Blount is crystal clear: top performers don’t pick one channel and pray. They mix:

• Phone

• Email

• Social

• Referrals

• Networking

Start small. Test everything. Track what’s working. And adjust as you go.

3. Protect Your Time Like Your Business Depends on It (Because It Does)

You’ve got product decisions to make, investor calls to join, bugs to fix. So when exactly are you fitting in outreach?

Blount’s answer: the Golden Hours.

These are your peak sales hours—when prospects are most likely to respond. For legal buyers, that’s usually:

• Mornings (8:30am–11:30am)

• Afternoons (2pm–5pm)

During those hours, turn off Slack. Block your calendar. No internal meetings. Just prospect.

Want to squeeze more juice out of your day? Use the Platinum Hours—the time before and after—for planning, research, and admin. That way, you’re always ready to go when the Golden Hours hit.

4. Your Message Isn’t About You

Let’s say you finally get your prospect’s attention. You’ve got 10 seconds. Maybe.

Blount’s framework helps you cut to the chase:

• Hook – Make it relevant to them, fast.

• Relate – Show you get their world.

• Bridge – Link their pain to your solution.

• Ask – Make the next step simple.

Too many founders lead with features. Instead, lead with pain:

• Work slipping through the cracks?

• Tired of duct-taping spreadsheets together?

• Struggling with visibility across global matters?

Speak their language. Hit a nerve. Then earn the right to pitch.

5. Don’t Fear Objections—Expect Them

If you’re hearing “not interested” or “we’re good for now”—good. That means you’re actually prospecting.

Blount’s Three-Step Turnaround is a lifesaver:

1. Anchor – Pause. Breathe. Don’t take it personally.

2. Disrupt – Say something unexpected. Show empathy.

3. Ask Again – Confidently restate your ask.

Legal buyers are risk-averse by nature. Resistance is part of the job. It’s not a wall, just the start of the conversation.

6. Social Selling? Helpful. But Not the Whole Game.

Yes, LinkedIn matters. But no, it’s not a silver bullet.

Social selling is great for:

• Warming up cold leads

• Establishing credibility

• Tracking buyer activity

But if you’re only posting and waiting…you’ll be waiting a long time.

Use social to support your outbound. Not replace it.

7. The Most Important Tool You Have? Your Mindset

This journey is a grind. You’ll get ignored. Ghosted. Rejected. Again and again.

What keeps you going? Blount calls it mental toughness.

• Desire – Know your why.

• Resilience – Bounce back, fast.

• Optimism – Believe the next yes is around the corner.

• Growth – Treat every "no" as a rep in the gym.

You don’t need to be a natural-born salesperson. You need grit. And the willingness to keep showing up.

Fanatical Prospecting is an operational manual for showing up every day and doing the work, even when you don’t feel like it. Especially when you don’t feel like it.

So if you’re staring down a dry pipeline or struggling to break into firms that “don’t take cold calls,” this book’s for you.

And if you need a hand turning that advice into a go-to-market engine that actually works in legaltech? That’s our thing.

Let’s build it.