Your Ideal Customer Profile can be used to craft websites and marketing campaigns. It’s also a pivotal tool to keep sales teams at peak performance.
Create an Ideal Customer Profile (ICP) to focus your sales efforts.
We use an ICP (Ideal Customer Profile) to help our clients craft websites, social media campaigns, and advertisements that target the customers that are most likely to buy your products or services. This profile should also be used in your outgoing sales efforts as well. Make sure your sales teams are using their time wisely and chasing the right customers.
Creating the Ideal Customer Profile is relatively simple.
In this exercise we will look at B2B businesses. Profiles for B2C businesses are a little more diverse depending on the price point of your product or service. Generally the higher price, the more specific your ICP needs to be.
Consider the following when creating your ICP:
Decision-maker – What is the most likely job title for the person capable of purchasing your product or service?
Company-type – What industries most frequently use your product? Be as specific as possible. If your product sells to multiple industries, can you focus on related industries?
Dependencies – Does your product or service require the use of another product or service? Can you leverage another company into your marketing?
Regulatory – If your product or service is regulated, do regulations change from country to country or state to state?
Geographic/Platform – Where can you deliver your product or service? If it’s Internet-based, what software platform is required?
Revenue – Is your product or service designed for specific companies based on size?
After answering these general questions, try to create a rating system to determine which factors are most important, which are deal-breakers, which are time wasters?
At Mediastead, we help every client identify their ICP. If you’d like assistance, use the “Prepare for Lift Off” button at the top of the page and schedule a free strategy session. Just put in your notes that you’d like help defining your ICP.
