Waste less of your prospecting time by defining and using your Ideal Customer Profile

Hello Subscriber,

Wouldn't it be great if every time you approached a potential new customer, they welcomed your contact?

Like metal detectorists dreaming of finding gold, we could imagine the people we contact saying: “We’re so pleased you’ve contacted us; we’re so keen to find a solution to our challenges!!”

If only we knew who to approach.

Of course, it helps if we know who we're looking for!

And that’s why you need your “Ideal Customer Profile” or ICP. An ICP is a description of the people and companies who would most benefit from your products or services. An ICP will tell you exactly who you need to target and why.

So how do you create an ICP? It’s easier than you might think. The easiest way to define your ICP is to take a good look at your current best customers. What are their common characteristics? Why do your best customers get more value from your company than other customers?

You might even take some time to ask your best customers if they’d be happy to answer that really important question!

Create and Use Your Ideal Customer Profile (ICP)

People can get super complicated with ICPs. If this is your first time with the idea, keep it super simple. What are the top handful of characteristics shared by your best customers?

And then, instead of wasting your valuable prospecting time contacting everybody:

• Spend your time in focused research to track down the people and companies who match your ICP.

• Contact these people with the expectation that they will welcome your approach.

With your Ideal Customer Profile, you now know exactly who you’re looking for!

Here’s one area of practice to emphasise today