Decision Maker Focus

Core Principle: Target only people who can make buying decisions.

Effective Titles:

• Founder, CEO, Owner
• Co-founder, Co-owner
• Managing Director
• Industry-specific decision makers (Practice Manager for healthcare, etc.)

Market Selection:

• Start with 1-2 geographic markets maximum
• Focus on B2B companies
• Target businesses that need automation/efficiency

The Common Ground Method

Research Priority: Find tribal connections before messaging.

Connection Types:

• Geographic: Same city, region, or country
• Industry: Same sector or complementary industries
• Role: Similar business challenges/stage
• Network: Mutual connections or shared communities

Strategy: People lower their guard when they recognize someone from their "tribe."