The Subtraction Filter
It is faster and more accurate to name who you won't work with than to guess who is a perfect fit.
Save this chart Download
The mechanism
The chart is an upside-down funnel. It starts with 1,000 raw leads at the top and shrinks step by step as each rule removes people who don't fit - wrong industry, wrong buyers, too small a budget, wrong tools, wrong founder. What is left at the narrow bottom is 68 real leads, the working set. What remains after you remove everyone you can't help is the group you actually can.
Part of Positioning. Who you are for and why you are the obvious choice.