Identifying Your Ideal Customer Profile

The Ideal Customer Profile (ICP) is used to identify, source, and prioritize your best prospects—but how do you create an accurate ICP in the first place? First, let’s level-set on why you should go through this exercise in the first place. Two words: finite resources. It takes time, money, and people to attract, convert, and delight new customers. And as a savvy business professional, you want to ensure that your resources are allocated to those prospects who will deliver the best return. You can’t market to everyone. Besides ensuring that your existing customers are a long-term fit, the ICP also tells your teams what resources are needed to keep them feeling valued, supported, and part of your community once all of the new customer activities subside. If you know your ICP well, then you’ll be keenly aware of how you can solve their pain points now and in the future.