The Ideal Customer Profile (ICP) refers to the profile of customers who have the characteristics and the right problem to be solved satisfactorily by the solution that your company offers. It represents a profile of an account, that is, more than just a buyer, a decision-maker in a company's acquisitions or an end user.
All customers should be treated equally, right? Sure, but only after they convert. Before that, those considered as Ideal Customer Profile (ICP) can be given priority in the sales team's attention.
The reason is this: lead generation , as we call potential customers, is becoming more automated every day and benefiting from solutions that help qualify them.
Companies are therefore creating larger lists of qualified french email list 13 million contact leads leads that, to varying degrees, are more or less aligned with their product differentiators and business values .
So why not "choose" to work first with those your company would like to help and who, at the same time, offer the greatest chance of success?
This is one way to look at using ICP, as it not only identifies opportunities that require less sales effort, but also allows you to evaluate which ones are more likely to be retained .
It's like watching the fish in the river when we want to fish. However, some want to get into the boat without even having a lure to attract them. It's the perfect match between the company's product or service with the customer and their needs and purchasing potential.
The question that arises is: can my business find better opportunities among the leads it generates? The answer is yes, and in this content, we will show you how to find the ideal customer profile and how you can use it in your marketing and sales strategies.
What is ICP or ideal customer profile?
These are the initials for Ideal Customer Profile and are used to name the profile of customers who have the characteristics and the right problem to be solved satisfactorily by the solution that your company offers.
It represents a profile of an account, rather than a buyer, a company's purchasing decision maker or an end user.
ICP is a widely used tool by companies that use Account Based Marketing (ABM). Here, the acquisition of new customers is based on specific and well-segmented groups that can be brought together in a common account.
That is, the company and its sales teams can be divided into different segments, increasing the level of knowledge in each of them.
The concept of ICP seems similar to that of buyer persona or target audience , isn't it? So, it's best to see what the differences are between them with the help of some concepts and examples.