The Non-LinkedIn Research Framework: How to Research Any Account in <10 Min

Including 3 AI prompts.

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Every week, I hear the same frustration from GTM leaders and reps:

"This personalization stuff sounds great, but MY prospects aren't on LinkedIn. What am I supposed to do?"

I get it. You've tried. You've searched. You've found:

• Profiles that say "Owner at Company" (last updated 2019)

• Zero posts, zero activity, zero insights

• Maybe a headshot from a decade ago

And you're right to be frustrated.

Your prospects really aren't there:

• SMB owners avoid LinkedIn entirely

• Whole industries (construction, healthcare, restaurants) are ghosts

• Even when they have profiles, they're empty shells

But here's what's really happening while you accept "they're not on LinkedIn" as an excuse...

Your competitors are eating your lunch.

Not because they found some secret LinkedIn hack. But because they discovered something most SDRs miss:

Every business leaves digital breadcrumbs. Mountains of them. Just not on LinkedIn.

Think about it:

• That contractor who "doesn't do digital"? Has 47 Google reviews and a website

• That restaurant owner "too busy for LinkedIn"? Updates Instagram daily

• That manufacturer with no social presence? Just filed 3 expansion permits

The real problem isn't that your prospects aren't researchable. It's that you're looking in the wrong places.

Today, I'm going to show you a research method that works for ANY industry. Even yours. Especially the "hard" ones.

Here's the mindset shift:

❌ OLD WAY: "I need to find things about this person"

✅ NEW WAY: "I need to find problems this company has"

Why this works:

• Companies can't hide their problems (they're visible everywhere)

• One company insight works for every contact there

• Business pain resonates with entire buying committees

• Manual account research takes <10 minutes, not 10 hours

• With AI, it takes anywhere from 1 to 3 minutes per account

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P.S. Last week, I shared 6 AI prompts to help you research and cold outreach mid-market & enterprise accounts 10x faster (especially if your prospects live on LinkedIn). Missed it? You can catch up here.

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The Non-LinkedIn Research Framework

First, let's understand how this works.

Think of every business as leaving three types of digital footprints:

Layer 1: Operational Signals (What they DO)

• Their industry, sub-industry

• Their location

• Tools they use/don't use

• Processes that are broken

• Growth that's straining systems

Layer 2: Digital Signals (What they SHOW)

• Website gaps and outdated tech

• Customer complaints in reviews

• Missing features competitors have

Layer 3: Market Signals (Where they're GOING)

• Expansion announcements

• Hiring patterns

• Industry pressures they face

Now let me walk you through exactly how this works in 3 "impossible" industries...

Example 1: Visualization app for contractors and Remodelers

Where to look:

Digital Experience Gaps:

• Website Visualization Analysis

  • Source: Their homepage, services pages, gallery section

  • What to look for: Static before/after photos only, no interactive tools

  • Why it matters: homeowners want to visualize before committing

  • Red flags: "Call for consultation" as only CTA = losing digital-first customers

  • Quick check: Search their site for "visualize", "try it", "design tool" = nothing

• Lead Capture Sophistication

  • Source: Forms, CTAs, downloadable resources

  • Current state: "Get Free Quote" forms asking for phone number first

  • Why it matters: Design-first leads convert 3x better than price shoppers

  • Missing: "See It On Your Home", "Try Our Styles", "Design Your Space"

  • Competitor check: If competitors have visualization = they're losing market share

Customer Journey Intelligence:

• Conversion Path Analysis

  • Source: Site navigation, conversion points, thank you pages

  • Map their funnel: Homepage → Services → Quote Form (that's it!)

  • Why it matters: No middle funnel = missing not-ready-to-buy visitors

  • Missing steps: Explore → Visualize → Save → Share → Quote

  • Tool tip: Use Wayback Machine to see if they tried and removed tools

• Decision Support Gaps

  • Source: Product pages, galleries, resources section

  • Look for: PDF downloads only, no comparison tools, isolated product shots

  • Why it matters: Remodeling decisions take 3-6 months - no nurture tools

  • Pain indicator: "Schedule showroom visit" everywhere = digital failure

  • Review complaints: "Wish I could see options" = screaming for visualization

Technology Adoption Indicators:

• Current Tech Stack

  • Source: Website footer, integrations, job postings for tools

  • Basic: WordPress + Contact Form 7 + maybe Houzz Pro

  • Why it matters: Low tech adoption = easier to wow with visualization

  • Check source code: No custom development = quick implementation

  • Mobile check: Not mobile-optimized = missing 60% of browsing

• Digital Marketing Sophistication

  • Source: Google Ads, Facebook pixels, retargeting tags

  • Low sophistication: No pixel fires, basic Google Ads only

  • Why it matters: Can't retarget browsers = wasting ad spend

  • Visualization impact: Interactive tools increase time-on-site 5x = better ad ROI

  • PPC opportunity: "Kitchen visualizer" keywords = lower competition

Quick Remodeler Research Sequence:

1. Homepage: Count interactive elements (usually zero)
2. Gallery: Only static photos? No "change style" options?
3. Competitors: Who has visualization? (They're losing to them)
4. Reviews: Look for "wish I could see" comments
5. Calculate: Showroom overhead + lost digital leads = ROI story

Outbound examples:

Example

Hi Sarah, noticed you're using static before/after photos. Curious, what percentage of website visitors actually call vs just browse and leave?

I ask because we helped other remodelers in LA add a 'See It On Your Home' feature, and their consultation requests tripled since adding visualization. 

They said the best part was pre-qualified leads who already knew what they wanted.

Have you considered adding visualization to your website?

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Example 2: Professional Services Automation App for Marketing Agencies

Where to look:

Agency Scale & Complexity Indicators:

• Service Mix Chaos

  • Source: Services page, case studies, client testimonials

  • What to look for: 5+ service lines (SEO, PPC, Social, Web Dev, Creative)

  • Why it matters: Multiple services = resource allocation nightmare without PSA

  • Red flag: "Full-service digital agency" = tracking profitability per service is impossible

Team & Resource Management Signals:

• Hybrid Team Structure

  • Source: Team page, LinkedIn employees, freelancer job posts

  • Look for: Mix of FTE, contractors, offshore teams

  • Why it matters: Complex team = manually tracking hours across 3 systems

• Growth Pain Indicators

  • Source: Job postings, Glassdoor reviews, LinkedIn headcount growth

  • Key roles: "Operations Manager", "Project Manager", "Traffic Manager"

  • Why it matters: Hiring ops roles = founder realized they can't scale manually

Operational Efficiency Gaps:

• Tool Stack Fragmentation

  • Source: Careers page "tools we use", footer integrations

  • Count: Separate tools for time (Toggl) + projects (Asana) + invoicing (QBO)

  • Why it matters: 5+ tools = data silos, no unified view of profitability

  • Integration hell: "Experience with Asana, Harvest, and QuickBooks required"

Growth Stage Indicators:

• Geographic Expansion

  • Source: Contact page, "new office" announcements, remote job posts

  • Multi-location = timezone/resource management complexity

  • Remote team growth = need unified system more than ever

Quick Agency Research Sequence:

1. Count service offerings (complexity indicator)
2. Check team size growth (scaling pains)
3. Look for ops/project manager roles (manual processes failing)
4. Review their own marketing (inconsistent = overwhelmed)
5. Calculate: Team size × lost billable hours × hourly rate = pain

Outreach example:

"Hey Mike, saw Creative Digital went from 8 to 22 people this year and just opened a second office..

With that many people across different services, how do you track which projects actually make money? 

I ask because another agency your size discovered they're accidentally losing $10-30K monthly in unbilled hours and scope creep.

[similar agency] increased margins 22% just by seeing project profitability in real-time.

Have 15 min to show you what they built to fix it?"

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Example 3: Solar Panels for b2b companies

"Facility manager doesn't do LinkedIn, but their roof screams 'solar opportunity'"

Target the high-energy users:

Find these energy hogs that see fastest payback:

• Cold Storage/Food Distribution

  • How to identify: "refrigerated warehouse" in description, NAICS code 493120

  • Energy profile: 15-25 kWh/sq ft annually (5x normal warehouse)

  • Pitch angle: "Your refrigeration runs 24/7 - solar covers peak cooling costs"

• Manufacturing (Multi-Shift)

  • How to identify: Job postings for "2nd shift" or "3rd shift"

  • Energy profile: Equipment + lighting + HVAC across shifts

• Cannabis Cultivation

  • How to identify: State license databases, "cultivation facility" permits

  • Energy profile: 200+ watts/sq ft (50x normal building!)

  • Key insight: Many utilities charge them premium rates = faster solar ROI

• Data Centers/Tech Facilities

  • How to identify: Backup generators visible, "colo" in name, heavy HVAC units on roof

  • Energy profile: 100-200 watts/sq ft for cooling + servers

  • Sustainability angle: Tech companies have public carbon-neutral pledges

Where to look:

Location Intelligence:

• Sun Hours + Solar Potential

  • Source: NREL PVWatts Calculator, Google Project Sunroof

  • Research tip: 5+ peak sun hours = prime target (AZ, CA, NV, TX, FL)

  • Why it matters: Phoenix (6.5 hours) vs Seattle (3.8 hours) = 2x faster ROI

• Utility Rates

  • Source: EIA.gov commercial rates, local utility websites

  • Target zones: $0.12+/kWh commercial rate = strong business case

  • Power move: Check time-of-use rates - peak rates of $0.30+ = goldmine

• Government Incentives

  • Source: DSIRE database (dsireusa.org), state energy office sites

  • Key programs: 30% federal tax credit + state rebates + accelerated depreciation

  • Example: "New Jersey companies get 40% back year one through combined incentives"

Satellite View Analysis:

Quick visual inspection process:

• Roof Assessment

  • Source: Google Maps satellite + ruler tool

  • What to measure: Flat, unshaded area (ideal: 10,000+ sq ft)

  • Quick math: Available roof space ÷ 200 = potential kW system size

  • Red flags: Heavy HVAC equipment, skylights, shading from trees/buildings

• Existing Solar Check

  • What to look for: Blue/black rectangular panels on roof

  • If yes: They understand value but might need expansion

  • If no: opportunity to get panels

Sustainability Signals:

• Website Mentions

  • Where to check: /sustainability, /ESG, /about-us/environment

  • Strong signals: "Carbon neutral by 2030", "RE100 member", "B Corp certified"

  • Why it matters: Public commitment = allocated budget + board buy-in

Recent Renovations/Triggers:

• Building Permits

  • Source: Local building department websites, BuildZoom

  • Golden signals: "Roof replacement", "building expansion", "new construction"

  • Why it matters: New roof = 25-year solar opportunity window just opened

• Expansion News

  • Source: Press releases, local business journals

  • Keywords: "breaks ground", "new facility", "expansion", "ribbon cutting"

  • Opportunity: Design solar into new construction = 20% cheaper than retrofit

Quick Solar Research Sequence:

1. Location: High sun hours? High utility rates?
2. Industry: Energy-intensive operations?
3. Satellite: Large, flat, unshaded roof?
4. Website: Sustainability commitments?
5. Calculate: Energy use × rate × solar offset = savings story

Message example:

"Hi Jennifer, Noticed your Phoenix facility has 50,000 sq ft of unshaded roof space. 

With APS's new demand charges hitting $18/kW, similar cold storage facilities are eliminating peak charges with solar + battery systems. 

Interested in seeing the numbers for your building specifically?"

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"But will this work for MY industry?"

Every industry thinks they're unique.

But every business leaves breadcrumbs online and has:

• A website (even bad ones tell a story)

• Customers (who leave reviews)

• Competition (who might be ahead)

• Operations (that could be better)

"This seems like a lot of work..."

• LinkedIn research: 20 minutes to find nothing

"How do I know what to look for?"

That's exactly why I created 3 prompts (more below).

Here are 3 plug-and-play prompts to get you started:

Prompt 1: Deep Customer Analysis

As always, we start with this prompt to give you the most of the other prompts and train your LLM (ChatGPT, Claude or Gemini).

Act as a world-class market research analyst with 10+ years of experience in B2B customer analysis.

**Your Task:** Analyze 
-[YOUR COMPANY WEBSITE URL] 
-[YOUR COMPANY CASE STUDY PAGE URL]
-[YOUR COMPANY G2 URL]
to uncover the deepest customer insights that will fuel high-converting outbound campaigns.

**Research Framework:**

**1. SOLUTION IMPACT ANALYSIS:**
- What specific business problems does [YOUR COMPANY] solve?
- What measurable ROI/impact do their customers achieve? (Look for case studies, testimonials, reviews)
- What happens if prospects DON'T solve these problems?
- What alternatives are prospects using today?

**2. CUSTOMER SUCCESS PATTERNS:**
- Analyze 5-10 customer testimonials/case studies for common themes
- What words do customers use to describe their pain points?
- What business metrics improved after using [YOUR COMPANY]?
- What was the "last straw" moment that made them buy?

**3. COMPETITIVE POSITIONING:**
- How does [YOUR COMPANY] differentiate from competitors?
- What unique value do they provide?
- What do G2/Capterra reviews reveal about strengths/weaknesses?

**Output Format:**
1. **Core Pain Points** (ranked by intensity 1-10)
2. **Customer Impact Metrics** (specific numbers/percentages)
3. **Differentiation Hooks** (what makes them unique)
4. **Customer Language** (exact phrases prospects use)

**Research Sources:** Company website, case studies, reviews, LinkedIn posts, industry reports, G2, Reddit.

Prompt 2: The Pain Point Discovery Engine

Run the "Pain Point Discovery Engine" prompt with your industry details to identify where pain points live. Then use those findings to build your reusable scanner.

Here's the prompt: