Chapter 2
Build a list of 30 relevant people
30-person prospect sheet is the practical output of this chapter. Complete it in one focused work session so you can decide how many warm, community, referral, and cold prospects to include, without collecting names without enough context to write a relevant message.
What you’ll get
- A completed 30-person prospect sheet you can use in the next chapter.
- A documented decision about how many warm, community, referral, and cold prospects to include.
- A pass or fail signal: the list contains 30 named people with context, fit evidence, route, next action, and status.
- A concrete first action: Start with people you can reach credibly, then add community and referral candidates before purely cold names.
Start with access before cold reach
Create three groups of ten:
- Warm relevance: followers, subscribers, former clients, peers, or contacts who match the problem.
- Community relevance: people asking the problem in a group where relevant replies or direct contact are allowed.
- Introductions: people one trusted contact could introduce after confirming fit.
Do not scrape a large list and call it research. Review each person's public context and write why they belong. Exclude anyone when the only reason is “they are a creator.”
Use a lightweight prospect sheet
Track name/handle, source, evidence of the problem, permission/context, first contact, response, next step, and exact language learned. Store only information you need and can handle responsibly.
Apply this chapter to your store
Start with the evidence you already have: the current Tapmy setup, the exact customer path, the messages people see, and the records created after an action. Do not redesign the entire system while you are still trying to locate the constraint.
Implementation move: Start with people you can reach credibly, then add community and referral candidates before purely cold names.
Write the decision beside the evidence that supports it. If a teammate cannot reproduce the conclusion from the same evidence, the work is not yet operational. The deliverable should be specific enough to hand to another person without a meeting.
Decision checkpoint
| Check | Pass condition | If it fails |
|---|---|---|
| Evidence | The current state is visible and reproducible | Capture the real route, screen, record, or message before changing it |
| Decision | how many warm, community, referral, and cold prospects to include is written in one sentence | Reduce the scope until one owner can choose |
| Execution | Start with people you can reach credibly, then add community and referral candidates before purely cold names. | Assign a time and owner, then complete the smallest end-to-end version |
| Verification | the list contains 30 named people with context, fit evidence, route, next action, and status | Return to the failed boundary and retest only after the cause is changed |
Common failure mode
Building a large scraped list with no reason each person fits. This hides the actual constraint and creates false confidence. Use the chapter output as a gate: do not move forward until the decision is explicit and the pass signal is visible.
20-minute implementation sprint
- Open the current Tapmy path and capture the starting state.
- Complete the smallest version of the 30-person prospect sheet.
- Record the decision, owner, and next review date.
- Test the pass signal once from the customer’s point of view.
- Save the evidence where the person running the next chapter can find it.
