To sell effectively, you need a clear vision and clear data on what the best ideal client profile (ICP) looks like.
Starting with one ICP is the smartest thing you can do to increase sales, increase referrals, decrease churn rate, and build a sustainable, expandable business.
In simple terms, an Ideal Client Profile, or ICP is an in-depth assessment of the perfect client for your products and services.
It’s more than simply what job title they hold within a company or what industry they’re in, because a well defined ICP clearly defines many different attributes about your perfect client.
Here are some things you should be clear on when you define your ICP:
The more granular you can get on each one of these categories, the better off you’ll be when you run cold outreach to a list of potential ideal clients, write educational content, or run paid ads on any platform.
Knowing your ICP is the single most important part of building your business. Skip this at your own risk!
Some will argue that developing a specific ICP will box you in and limit opportunities.
This couldn’t be further from the truth.
The reality is that having an ICP actually allows your marketing and sales channels to perform more efficiently and drive better results at scale.
By focusing in on one ICP, you specialize, corner the market, and create price elasticity, meaning you can charge whatever price you want for your products or services, without fear of becoming a commodity in the marketplace.
Also, though it sounds counterintuitive, you will end up attracting new ICP’s by being so focused.
Other industries and niches will see the results you’re getting for your ICP and will inquire whether you can help them in a different niche also. This sets a flywheel in motion where you can consider, test, experiment and eventually add new ICPs to your targeting.
So how do you start building your ICP?
There’s no fancy, hands-off method here… It really comes down to relationship building, talking to people, and understanding the market from the eyes of your prospects.
Without this kind of data, you’re just guessing.
Now, of course there’s situations where you need to start with a guess – so start by building your hypothesis. Then, go out and validate your educated guesses.
You want to start by doing your initial research:
Once you answer these questions and are clear on all of the qualifications listed above, your ICP is almost ready to roll.
The most important aspect of building your ICP is actually talking with your prospects. To do this, you can:
There are unlimited ways to get in touch with your hypothesis ICP, you just need to get creative and add value in some way.
Once you have your ICP ready, it’s time to go build a list of leads that fit the parameters you just outlined.
There are softwares and databases available that will help you build a list of your perfect leads, such as:
Or, you can shortcut the process and have ListKit do the work for you.
Having a well defined, unique ICP will help you execute marketing and sales more efficiently at every level. You’ll see better return on investment vs going broad and general.
Of course, this ICP doesn’t have to be set in stone forever and it should be constantly added to and updated with the latest information, but being crystal clear on who your products and services are targeted to is extremely important.
Without a clear ICP, you’ll be taking blind shots in the dark and you won’t have as good of a chance of getting in touch and converting prospects to customers. Your campaigns become more general and don’t make the same impact.
With a clear ICP, you’re giving yourself a much higher chance at closing more deals, providing more value, and steering your products or services in a direction that actually establishes yourself as a leader and authority in your market.
500MM B2B database. Triple-verified emails and phone numbers. Credit-based only. Skool community. Founded by 7-figure outreach experts.
Steal the very strategies, tricks, and templates 7 figure business owners are using right now in their outreach to close high ticket deals for your own business.
Sign up today