M8 — Acquire Worksheet
Six pages. The point: get to five paying strangers — with a mechanic, a conversation, and a compounding loop. A worksheet that won’t let you confuse activity with acquisition.
Page 1 — Warm-circle list, ranked
Run after prompt 1. The top 20 are the outreach list. The rest queue for week 3-4.
| # | Name | Relationship strength (1-5) | Segment fit (1-5) | Likelihood-to-act (1-5) | Channel | Last contact (date) | Score (fit × likelihood) |
|---|---|---|---|---|---|---|---|
| 1 | |||||||
| 2 | |||||||
| 3 | |||||||
| 4 | |||||||
| 5 | |||||||
| 6-20 (extend rows) |
- Total warm circle size: _____
- Top 20 average segment fit: _____
- Top 20 average likelihood-to-act: _____
- Honest check — is this a warm circle for this offer, or a friend group? Y/N: _____
- If friend group — the segment-specific contacts I need to add this week: _____
Page 2 — Second-touch protocol
Run after prompt 3. Written down once, followed every time. The protocol is the discipline.
| Touch | Days after previous | Channel | Length | What it does | The templated line |
|---|---|---|---|---|---|
| 1 — first outreach | day 0 | < 120 words | earns the right + ask | (personal, per name) | |
| 2 — second touch | day 5-7 (peer) / 10-14 (senior) | < 60 words | adds one piece of info, makes ask easier | ||
| 3 — third and last touch | day 14-21 from touch 2 | < 40 words | one binary yes/no | ||
| Disqualifier rule | — | — | — | non-reply → follow-up queue for next quarter | (no fourth message, ever) |
- My third-touch ceiling — I commit to no fourth message: Y/N _____
- Where the non-replies go (named queue / list / Notion DB): _____
- Review date for the follow-up queue: _____
Page 3 — Conversation playbook + qualifying question
Run after prompts 5-7. The opening question, the three objections, the closing line — all written, none improvised.
My 60-second qualifying question (peer, not interrogator):
_____
Three sub-segment variants of the qualifying question:
- _____
- _____
- _____
Objection handling — the three I will hear:
| Objection | What’s underneath it | The right response (1-3 sentences, no discount) | The line if they push past |
|---|---|---|---|
| Price — “more than I planned to spend” | |||
| Timing — “interested but not now” | |||
| Scepticism — “how is this different” |
Closing line per tier — say each out loud before signing this page:
- Toolkit ($497): _____
- Accelerator ($2,997): _____
- Founder Lab ($5,997): _____
- None of them made me wince when I said them out loud: Y/N _____
Page 4 — Cold-expansion plan (do not start until warm circle has produced 10+ conversations)
Run after prompt 4. Three channels max. Kill criteria written before launch.
Warm-circle data so far — required before starting cold:
- Real conversations completed: _____
- First paying customer secured: Y/N _____
- Top converting message variant from warm: _____
| Channel | Audience | Daily/weekly volume cap | Message variant being tested | Conversion target (contact → call) | Kill criteria |
|---|---|---|---|---|---|
| 1 | |||||
| 2 | |||||
| 3 |
- Earliest date I’m allowed to start cold: _____
- Review date — go / cut / double per channel: _____
Page 5 — First-five tracker
The single most important page in M8. Five rows. Five strangers. Real money in.
| Buyer # | Name | Sub-segment | Channel (warm / referral / cold-X) | Days first contact → purchase | Objection raised | Line that closed | Buy-flow friction | Full price paid? Y/N |
|---|---|---|---|---|---|---|---|---|
| 1 | ||||||||
| 2 | ||||||||
| 3 | ||||||||
| 4 | ||||||||
| 5 |
- All five paid full price, no founder-discount, no IOU? Y/N: _____
- If N — which ones didn’t and why: _____
- The discounting pattern I commit to not repeating in M9: _____
- Signed and dated by me on the day buyer #5 paid: _____ Date: _____
Page 6 — Compounding loop and first-five debrief
Run after prompts 8-10. The five buyers are the source, not the goal. This page builds the bridge to M9.
Case-study capture sent to each of the five (within first 7 days):
| Buyer # | Capture sent date | 5 questions answered? Y/N | Specific testimonial line extracted | Specific objection / friction extracted |
|---|---|---|---|---|
| 1 | ||||
| 2 | ||||
| 3 | ||||
| 4 | ||||
| 5 |
Referral ask — sent at the moment of each buyer’s first specific win (day 14-30):
| Buyer # | First-win moment | Referral ask sent date | Forward-friendly paragraph sent? Y/N | Referrals named back |
|---|---|---|---|---|
| 1 | ||||
| 2 | ||||
| 3 | ||||
| 4 | ||||
| 5 |
First-five debrief — the four questions that decide M9:
- Which channel produced the highest-quality buyer (not just volume)? _____
- Which objection killed the most almost-buyers? _____
- Which single line in the offer was the biggest converter across all five? _____
- The one thing in the funnel I rebuild before scaling to the next 20: _____
M8 closed (Phase 2 complete) — signed and dated: _____ Date: _____