A huge thank you to the Kingpin of List Strategy, Ryan Reisert, who’s writings, teachings and mentorship directly inspired this article, and Shannon Needham, without whom the graphical color of this article (and my life) would be lacking.
If you can’t expand your TAM then the need to accept diminishing returns goes up
You’ll probably have to call your P2’s, if they’re not responsive after a certain number of touches (call it 10) then you’ll want to start bringing in voicemails, email, social touches etc
I still probably wouldn’t bother calling P3’s until I was really scraping the bottom of the barrel, but nonetheless a smaller TAM just means pulling some levers sooner than others
My problem is I have a limited TAM so I feel I have to call everyone
Many such cases
If you can’t expand your TAM then the need to accept diminishing returns goes up
You’ll probably have to call your P2’s, if they’re not responsive after a certain number of touches (call it 10) then you’ll want to start bringing in voicemails, email, social touches etc
I still probably wouldn’t bother calling P3’s until I was really scraping the bottom of the barrel, but nonetheless a smaller TAM just means pulling some levers sooner than others