When you run the company and sell
When you run the company and sell
With Define Ideal Customer Profile, you get a one-page ideal customer profile (ICP). It is built from your best customers. Hard criteria are traits a prospect must have. Soft criteria are traits that show a good fit is more likely. Disqualification criteria rule a prospect out. Each hard criterion takes under 5 minutes to check on a prospect.
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Your ideal customer profile is built from your top 25% of customers. These are the customers most likely to buy, cheapest to serve and worth most over time. You use the profile to qualify or rule out a prospect. The disqualification criteria come from the traits that predict a customer who fits poorly. You decide if your sales team checks the disqualification criteria against real deals. You can check them yourself when you have no dedicated sales team. You also get a one-sentence summary of the profile to use in marketing briefs.