A smart first step for outbound prospecting is to target organisations that look like your best existing customers. Here’s why: these prospects likely have the same needs, buying triggers, and decision processes, which means your message is far more likely to resonate. Start by identifying who your ‘best’ buyers are: for Albapost, these are digitalisation and IT teams within Swedish municipalities, regions, government agencies, as well as legal firms and property managers who have compliance needs. You can use Leadsforge to build lists of lookalike companies. Simply define your ‘ideal customer’, and Leadsforge will find organisations that match that profile for you.

Curious about which organisations are following your competitors in the digital mail and document delivery space? Going after followers of LinkedIn pages for platforms like Kivra and Billo is a powerful way to find prospects already interested in solutions like yours. All you need to do is share your competitors’ LinkedIn company page URLs—just their names and websites—in Leadsforge, and the system will locate matching followers for you.

Segment your outreach both by industry (public vs. private), company size, location (Sweden), and ICP fit (legal/compliance use, digital notification, etc.). Here’s why: breaking down your larger audience in this way will let you tailor your message and provide stronger hooks about compliance or time and cost savings, depending on the recipient. Start with the two largest verticals: public sector (municipalities, regions, agencies) and private sector (legal firms, property managers, finance, utilities). Build two main lists in Leadsforge and adapt your sequences accordingly.

Consider slicing your initial market by vertical: for example, municipalities/regions needing BankID-based auditability, legal/property for proof of service, and finance/utilities for secure notifications. By aligning your messaging with the operational pain points and regulatory requirements of each, you’ll increase reply rates and demo bookings.