in the beginning, you need to find customers that are a great fit, not just… a fit. your icp’s main job is to provide guidance for the companies you want to approach outbound. depending on your answer to this question, you may want to approach your icp development differently. when you haven’t yet reached product-market fit, it can be risky to segment your icp in the same way as above.
some sample question to get you thinking: these are characteristics of the specific people that interact with your team – both in the sales process and as an end-user. you can use filters to create a shortlist of accounts you want to go after (this is also your sam, or specific addressable market). inbound is a more long-term, sustainable approach – you need to build the machine to educate customers and help them find you. here are the three layers of communication you need to appeal, equip, and mitigate.
i’ll also share with you a copy of the icp template i use and the diver survey method to collect valuable insights about your customers. the goal of icp is to eliminate this question and help you to define the channels for generating more leads similar to your best customers. in mid-size and enterprise companies, champions usually are the end-users of your product or people who’ll collaborate with you. you will know how to influence other buying committee members and close the deal successfully. knowing your target sub-industries will help you to create a better list of prospects and update your positioning and value proposition accordingly. when you know the revenue and team size range of your best customers, you can use data enhancement software as uplead to make a relevant list of prospects. they want to look professionally, emphasize branding, and be aware when customers opened the proposal so that they can do a timely follow-up.
our goal is to define the buying triggers and characteristics of your best customers and the typical buying committee structure. collect from your crm the available data as sub-industry (e.g., software development or marketing automation software), location, revenue, our revenue (the total volume of sales to this customer), and team size. the insights you’ll gain not only will help you to develop a better icp but amplify your value proposition, polish the company’s positioning, and improve the efficiency of all marketing programs you are running. it’s to analyze all the data you’ve collected from your best customers from the specific market segment and create an ideal customer profile. as well, ask if you can make a post that you are looking to chat with ten people regarding the problems your product solves. it will help to get more clarity on how to approach and prospect the leads that are similar to your best customers. following my step-by-step framework, you can get a clear view of who are your best customers, how to make a better prospecting list, and influence the deal by engaging with the entire buying committee.
an icp is an outline of your ideal customer – the ones you want more of. the ones that buy from you consistently and tell others about their bonus workbooks: ideal customer profile template, icp checklist, pdf copy of this guide + in-depths questionnaire for customer interviews. want to generate high-quality sales leads? it starts with developing an ideal customer profile. here’s the no-nonsense guide that creates killer results., ideal customer profile worksheet, ideal customer profile worksheet, ideal customer profile template, customer profile template google docs, customer profile free template.
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