---
title: "Product-for-prospects"
description: "A low-risk, scalable first step that lets people learn about you before the core product."
canonical: https://tomsharman.com/bookshelf/scorecard-marketing/product-for-prospects/
updated: 2026-11-03
---

# Product-for-prospects

> A low-risk, scalable first step that lets people learn about you before the core product.

Daniel Priestley and Glen Carlson's framework, from Scorecard Marketing, pp. 18 to 46.

Framework 2 of 7 from [Scorecard Marketing](https://tomsharman.com/bookshelf/scorecard-marketing/index.md) by Daniel Priestley and Glen Carlson. Category: Lead generation.

## The steps

1. **Name the prospect's unknowns.** List the top questions people need answered and what they do not yet understand about the value.
2. **Package a first step.** Offer a workshop, book, report, event or scorecard that many people can use with little of your time.
3. **Prefer the one that collects data.** Choose the format that also personalises and tells you about the person, which is the scorecard.

## Where it comes from

From chapter: PART ONE The Philosophy Of Generating Warm Leads, pp. 18–46

## The animation

24 seconds, 4:5, no sound.

- MP4: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/scorecard-marketing/product-for-prospects.mp4
- MP4, dark: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/scorecard-marketing/product-for-prospects-dark.mp4
- Still: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/scorecard-marketing/product-for-prospects.png
- Still, dark: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/scorecard-marketing/product-for-prospects-dark.png