Market Map
You don’t know who all your buyers are
Almost nobody does. Most companies sell to the people they happened to meet, then assume that’s the whole market. It usually isn’t. The companies you’re missing are the easiest money you will ever make.
$3,500 · fixed · two weeks · scope written down before it starts
What you actually get
A spreadsheet. And the thinking that went into it.
I start with your business, not a list vendor’s categories. What do you sell? Who has already bought it? Which deals closed fastest? Then I find every company that fits, and I write down why I cut the ones I cut.
That last part is what list vendors skip. It is also the reason you can trust the list.
You get three things back. Every company that could buy from you. The shorter list worth your time. And the companies you can realistically win this year. Each one comes with a real person’s name and a way to reach them.
Cutting the list is the real work
Most people want a bigger list. You want a smaller one.
Here is how it breaks down:
- Everyone who could buy. Usually a much bigger number than you expected.
- Everyone worth chasing. I cut the rest. Wrong city. Too small. Already locked in with a competitor. No budget for this. Every cut gets a reason written next to it.
- Everyone you can win this year. Ranked, so your team knows where to start Monday.
A short list means one or two clear pitches instead of seventy-five vague ones. Your reps say the same sharp thing every time. More people pick up the phone. More people write back. And you didn’t change the product at all.
The people, not just the companies
A list of companies you can’t call is useless. So every company comes with the people you need to reach. The job titles you told me matter, not whoever the data provider happened to have on file.
Each person starts with a LinkedIn profile. That’s the anchor everything else hangs off. Then I add email and a direct line where they exist.
I check every email before I hand it over, not after your domain is already burned. If I can’t confirm something, I mark it. I don’t pad the count.
What I won’t do
I won’t sell you a bigger list to make the bill look better. What you get is usually smaller than you pictured and a lot more useful.
And if it turns out you already know your market, I’ll tell you before you pay me. Sometimes the problem isn’t finding people. It’s following up with the ones you already found.
Included
What actually lands
Who your best customers are
Written down. Who buys, who doesn’t, and the signs that tell them apart. Pulled from your own won deals where you have them.
The full list of companies
Everyone who could buy. Everyone worth chasing. Everyone you can win. With a reason next to each company I cut.
Real people, checked
Names at the job titles you care about. LinkedIn, a confirmed email, and a phone number where one exists.
Signs they are ready to buy
New funding. Hiring. New projects. A new boss. Whatever means somebody is about to spend money in your market.
In the format you already use
Your CRM, your spreadsheet, or both. The file is yours to keep.
Questions
Market Map, answered
How much does a market map cost?
A Market Map is $3,500. That price is fixed and it takes about two weeks. You get three things. A written description of your best customers. Every company in your market, with a reason next to the ones I cut. And real people to call at the ones that made the list. Very large markets cost more, and I tell you that before you pay, not after. For comparison, buying the same contact data from a list vendor runs $2 to $5 per person, and nobody there is deciding who belongs on the list.
How is this different from buying a list from ZoomInfo or Apollo?
A list vendor sells you rows that match a filter. You wrote the filter, and nobody checks whether it was right. What you pay me for is the cutting. I figure out which companies should not be on the list and write down why. Your team stops wasting the week on people who were never going to buy. The contact data underneath comes from the same places everyone uses. The difference is that somebody decided what belonged there.
How good is the contact data?
I check every email before I send the file. Usually about nine in ten will reach a real inbox. Direct phone numbers are harder, and I will be straight with you: some people will have a mobile number and most will at least have a main office line. Anything I could not confirm gets marked as unconfirmed. I would rather hand you 800 rows you can trust than 2,000 you can’t.
How long does it take?
About two weeks. The first few days are questions. How you sell, who has bought, what makes a bad customer. The rest is building the list and checking it. I would rather spend day one asking you things than start pulling data right away and hand you a confident map of the wrong market.
What if my market is small?
Then this is a short job and I will charge you less for it. Some markets are only 400 companies. Those are my favorite ones to work on, because knowing all 400 is something you can actually finish.
Same discipline
The other two sizes
Fix what you have
CRM Rehab
Your CRM already holds your best list. It is also full of duplicates, blank fields, dead websites and people who left two jobs ago. I fix it and hand it back usable.
Keep it alive
Pipeline Ops
A list starts going out of date the day you get it. This is the monthly work that keeps it right, adds what’s new, and learns from what got answered.
Start here
Worth a thirty-minute conversation?
No deck and no pitch — you describe how you sell today and I tell you whether this is the right size for it. Sometimes it is one of the other two, and sometimes it is neither.