Defining your ICP (the non-hand-wavy way)
Most ICPs (Ideal Customer Profiles) are just glorified wish lists. They often consist of a list of LinkedIn titles, some vague industries, and maybe a customer persona with a fake name and a stock photo. This approach to defining an ICP is not only unhelpful, but it can also be misleading.
A truly effective ICP should be based on data and research, not just assumptions or guesswork. It should provide a clear and accurate picture of the types of customers that are most likely to benefit from your product or service.
To create a non-hand-wavy ICP, you need to dig deeper and gather more specific information about your ideal customers. This includes details such as their company size, revenue, job function, and specific pain points or challenges they face.
By taking a more data-driven approach to defining your ICP, you can create a more targeted and effective sales strategy that resonates with your ideal customers and drives real results. This approach requires more effort and research upfront, but it pays off in the long run by helping you to better understand your customers and tailor your sales approach to meet their unique needs.
Originally posted on Predictable Revenue.
