{"id":15093,"date":"2022-04-22T15:32:09","date_gmt":"2022-04-22T12:32:09","guid":{"rendered":"https:\/\/snov.io\/blog\/?p=15093"},"modified":"2025-06-25T13:03:31","modified_gmt":"2025-06-25T10:03:31","slug":"how-to-create-an-ideal-customer-profile","status":"publish","type":"post","link":"https:\/\/snov.io\/blog\/how-to-create-an-ideal-customer-profile\/","title":{"rendered":"How To Create An Ideal Customer Profile To Identify Your Best Prospects"},"content":{"rendered":"<p><span style=\"font-weight: 400;\">Achieving success in sales doesn&#8217;t start with picking the right sales strategies. It starts the moment you&#8217;re looking for your perfect customers, those who will be most likely to buy your solution. And that&#8217;s where an ideal customer profile (ICP) comes to the aid.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">What is it, why you need it, and how to use an ICP \u2014 your quick practical guide to your next favorite lead gen technique is here.<\/span><\/p>\n<div class=\"table-of-contents\">\n<p class=\"table-of-contents__title\">Outline:<\/p>\n<ul>\n<li><a href=\"#what\">What is an ideal customer profile?<\/a><\/li>\n<li><a href=\"#difference\">What is the difference between ICP and buyer persona?<\/a><\/li>\n<li><a href=\"#why\">Why is an ICP important?<\/a><\/li>\n<li><a href=\"#framework\">Ideal customer profile framework<\/a><\/li>\n<li><a href=\"#how\">How to create an ideal customer profile?<\/a><\/li>\n<\/ul>\n<\/div>\n<h2 id=\"what\"><span style=\"font-weight: 400;\">What is an ideal customer profile?<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">An <\/span><a href=\"https:\/\/snov.io\/glossary\/ideal-customer-profile\/\"><span style=\"font-weight: 400;\">ideal customer profile<\/span><\/a><span style=\"font-weight: 400;\">, or ICP, is a term used to define a hypothetical perfect company that would benefit from buying your products\/services, thus generating the most significant part of income for your business.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Using an ICP, marketing and sales teams can better direct their lead generation, nurturing, and conversion efforts towards the profiles that will guarantee recurring revenue.<\/span><\/p>\n<h2 id=\"difference\"><span style=\"font-weight: 400;\">What is the difference between ICP and buyer persona?<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Although similar, ideal customer profile and <\/span><a href=\"https:\/\/snov.io\/blog\/\"><span style=\"font-weight: 400;\">buyer persona<\/span><\/a><span style=\"font-weight: 400;\"> are concepts with different practical usage.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">What unites these terms is that they both describe your buyers based on the market research and the analysis of collected data like firmographics, customer lifetime value, number of decision-makers, customer feedback, etc. Both ICP and buyer persona revolve around your market knowledge, product\/service, and the problems it solves.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">However, the line you should draw between these two concepts lies in the following:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">A<\/span><b> buyer persona <\/b><span style=\"font-weight: 400;\">is a generalized description of <\/span><b>people who buy from you,<\/b><span style=\"font-weight: 400;\"> which comprises such characteristics as gender, age, profession, and other information related to objectives, desires, and lifestyle. In other words, you need a buyer persona as a sketch of characteristics to better understand your customers and come up with the right approach at every stage of the sales funnel.\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">On the other hand, an <\/span><b>ideal customer profile<\/b><span style=\"font-weight: 400;\"> is used by businesses at the beginning of the sales funnel to filter their B2B lead generation activities and target only those <\/span><b>companies<\/b><span style=\"font-weight: 400;\"> that are most likely to become customers.<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">To have a complete idea of the relation of these two concepts to each other, think of it this way:<\/span><\/p>\n<blockquote><p><i><span style=\"font-weight: 400;\">An <strong>ideal customer profile<\/strong> explains what companies you should target, whereas a <strong>buyer persona<\/strong> helps you better understand how to do this.\u00a0<\/span><\/i><\/p><\/blockquote>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-15095\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2022\/04\/Background477.png\" alt=\"What is the difference between ICP and buyer persona?\" width=\"746\" height=\"473\" srcset=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2022\/04\/Background477.png 1032w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2022\/04\/Background477-300x190.png 300w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2022\/04\/Background477-1024x649.png 1024w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2022\/04\/Background477-768x487.png 768w\" sizes=\"(max-width: 746px) 100vw, 746px\" \/><\/p>\n<h2 id=\"why\"><span style=\"font-weight: 400;\">Why is an ICP important?<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">One of the main advantages of using ICP in your marketing and sales strategy is the possibility of increasing the return on investment to acquire new customers and reducing customer acquisition costs.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">When the ideal customer profile is used to drive sales, it allows your company to make more targeted investments in leads that are most likely to close. This will remove the external hurdle of approaching the wrong customers and help keep sales success under the control of the team.\u00a0<\/span><\/p>\n<h2 id=\"framework\"><span style=\"font-weight: 400;\">Ideal customer profile framework<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Before diving deeper into the process of creating an ICP for your business, let&#8217;s stop at the main elements of the ICP you&#8217;ll need to consider for building a more specific profile. This information about the ideal customer will constitute the ICP framework for you.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Needless to say, ICP development is different for each company and depends on its goals and its offer. We&#8217;ll provide you with a general framework you&#8217;ll be able to adjust to your business needs.\u00a0<\/span><\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-15096\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2022\/04\/Background473.png\" alt=\"Ideal customer profile framework\" width=\"610\" height=\"449\" srcset=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2022\/04\/Background473.png 1032w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2022\/04\/Background473-300x221.png 300w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2022\/04\/Background473-1024x753.png 1024w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2022\/04\/Background473-768x565.png 768w\" sizes=\"(max-width: 610px) 100vw, 610px\" \/><\/p>\n<h3><span style=\"font-weight: 400;\">Firmographic data<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Similar to demographics, this data represents the basic portrait details of your customer, though, pertaining not to individuals but to the companies you&#8217;ll want to include in your prospect list. Firmographic data consists of the following points:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Industry type <\/b><span style=\"font-weight: 400;\">\u2014 What industry your ideal customer operates in?<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Company size <\/b><span style=\"font-weight: 400;\">\u2014 How big is the organization? How many employees does it have? How many offices are there?<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Budget and revenue<\/b><span style=\"font-weight: 400;\"> \u2014 What is the company&#8217;s annual budget, and how much revenue does it get? Can this company afford your product\/service?<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Ownership framework<\/b><span style=\"font-weight: 400;\"> \u2014 Is the company a public organization or a private business?\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Growth trends<\/b><span style=\"font-weight: 400;\"> \u2014 Is the company a growing startup or a mature business figure in the market?<\/span><\/li>\n<\/ul>\n<h3><span style=\"font-weight: 400;\">Psychographic data<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Firmographics aren&#8217;t enough to understand your ideal customer. You should also have a vision of how the prospect you&#8217;ll be targeting will make their purchase decision. And that&#8217;s when psychographic data comes in handy. It includes the company&#8217;s:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Goals<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Values<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Interests<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Needs<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Pain points<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">This information is crucial for your future sales as conversions will directly depend on whether your product\/service brings value to your customer, corresponds to their needs, and helps overcome their pain points.\u00a0<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">Behavioral data<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">While psychographic data allows you to understand your customer needs and problems, behavioral data gives you a vision of how your potential customer behaves to satisfy their needs and solve their problems. Here, consider such factors as the customer&#8217;s:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Product use<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Purchase history<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Decision-making process<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Level of satisfaction<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Loyalty or account age<\/span><\/li>\n<\/ul>\n<h3><span style=\"font-weight: 400;\">Geographic data<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Even though for SaaS organizations, geography boundaries have now gone blurred as they can successfully offer their services to all businesses worldwide, after analyzing your current customers, you&#8217;ll see the companies from what regions contribute to your sales growth the most.\u00a0\u00a0\u00a0<\/span><\/p>\n<h2 id=\"how\"><span style=\"font-weight: 400;\">How to create an ideal customer profile?<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Now let&#8217;s go over the main steps of building your ideal customer profile.\u00a0<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">Step 1. Focus on a problem your product can solve and your best customers\u00a0<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">The first step will depend on whether you&#8217;re just starting up your business or have existing customers happy with your product.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If you are just at the beginning of your path, the primary thing is to first think about your product, the problem it is solving, and the customers who face this challenge. Here, you can consider a <\/span><b>GRASP<\/b><span style=\"font-weight: 400;\"> ideal customer model, the acronym standing for the main traits your perfect customer must possess. Namely, they should be:\u00a0<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>G<\/b><b>rowing<\/b><span style=\"font-weight: 400;\"> \u2014 The company you describe as your ideal customer should constantly be developing and have the potential for upsells.\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>R<\/b><b>eady<\/b><span style=\"font-weight: 400;\"> to buy your product \u2014 It has identified its need for a solution like yours.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>A<\/b><b>ble<\/b><span style=\"font-weight: 400;\"> to buy your product \u2014 It has financial resources and can afford to buy your solution.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>S<\/b><b>killed <\/b><span style=\"font-weight: 400;\">\u2014 It has at least basic knowledge of how to use a solution like yours for its needs.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>P<\/b><b>rofit-gaining<\/b><span style=\"font-weight: 400;\"> \u2014 This is the most significant trait as it shows the customer can get real value from your solution.\u00a0<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">If you already have a customer base, you should concentrate on your happiest customers. Use client services or <\/span><a href=\"https:\/\/snov.io\/blog\/best-sales-crm-software\/\"><span style=\"font-weight: 400;\">CRM<\/span><\/a><span style=\"font-weight: 400;\"> data and ask yourself a few questions to identify a list of customers who truly love your product\/service:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Who places the biggest value on your product?<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Whose <\/span><a href=\"https:\/\/snov.io\/blog\/\"><span style=\"font-weight: 400;\">sales cycle<\/span><\/a><span style=\"font-weight: 400;\"> was the shortest?<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Who among your customers has the highest satisfaction level with your product?<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Who has stayed with your company the longest?\u00a0<\/span><\/li>\n<\/ul>\n<h3><span style=\"font-weight: 400;\">Step 2. Define common attributes of your best customers<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">After knowing which customers brought the highest profit to the company, whether based on high average checks or a high recurrence in sales, it&#8217;s time to track their common characteristics.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Here are some of the critical attributes for you to highlight:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Industry segment<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Location<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Size and budget of the company<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Period of business existence<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Details about decision-makers<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Needs and pain points<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Knowing what unites your best customers will give you insights into the uniform portrait of your ideal customer.\u00a0<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">Step 3. Gather customer feedback\u00a0<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Okay, you have a hypothesis, but you should rely on facts, right? At this step, you need to switch on all your communication power and ask your best customers for short feedback.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">You can schedule a phone call to interview clients who have similar profiles to find out more about their needs that can be solved with your product, as well as how they are making their purchase decisions.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Alternatively, you can also arrange <\/span><a href=\"https:\/\/snov.io\/blog\/drip-campaign-software-for-sales\/\"><span style=\"font-weight: 400;\">an email drip campaign<\/span><\/a><span style=\"font-weight: 400;\"> and embed an email survey aimed at getting valuable feedback from your best customers.<\/span><\/p>\n<p><a href=\"https:\/\/app.snov.io\/register?lang=en&amp;signup_source=blog&amp;signup_page=snov.io%2Fblog%2Fhow-to-create-an-ideal-customer-profile&amp;cta_type=banner\"><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-13344\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2021\/11\/Background278.png\" alt=\"drips\" width=\"850\" height=\"278\" srcset=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2021\/11\/Background278.png 1032w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2021\/11\/Background278-300x98.png 300w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2021\/11\/Background278-1024x334.png 1024w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2021\/11\/Background278-768x251.png 768w\" sizes=\"(max-width: 850px) 100vw, 850px\" \/><\/a><\/p>\n<p><span style=\"font-weight: 400;\">Some of the questions that&#8217;ll help you know your best customers better:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">How long do you research and compare information before committing to a purchase?<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Do you rely upon any referrals or references while looking for a solution?<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">How did you get to know about our company?<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Who makes buying decisions in your organization?<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Do you need approval from a board to make a purchase?<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">What was the main factor that made you buy our product\/service?<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">What makes you keep using our solution?<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">What problems does our product\/service help you solve? How exactly?<\/span><\/li>\n<\/ul>\n<h3><span style=\"font-weight: 400;\">Step 4. Build a behavioral profile of your ideal customer<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">With the collected data at hand, extend your knowledge of your customers you&#8217;ve got in Step 2, trying to find out what common patterns of behavior your best customers have. In particular, ask yourself:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">What economic, social, and probably political factors influence their purchase decision?<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">What usually prevents them from buying a product\/service?<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">What <\/span><a href=\"https:\/\/snov.io\/blog\/how-to-handle-sales-objections-backfire-effect\/\"><span style=\"font-weight: 400;\">sales objections<\/span><\/a><span style=\"font-weight: 400;\"> do they commonly have?<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">At what point are they experiencing challenges, and how can you help?<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Are they active on social media so that you can reach them there?<\/span><\/li>\n<\/ul>\n<h3><span style=\"font-weight: 400;\">Step 5. Complete a B2B ICP template<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Now that you&#8217;ve gathered enough information and analyzed the common attributes, fill in an ideal customer profile template. We&#8217;ve created a template table for your convenience. Feel free to copy it for your purposes. Use the ideal customer profile example we&#8217;ve provided in Column 2 as a guide:<\/span><\/p>\n<table class=\" aligncenter\" style=\"width: 94.391%;\">\n<thead>\n<tr style=\"background-color: #d1d1d1;\">\n<td style=\"width: 114.57%; text-align: center;\" colspan=\"3\"><span style=\"font-size: 14pt;\"><b>Ideal customer profile template<\/b><\/span><\/td>\n<\/tr>\n<tr style=\"background-color: #d1d1d1;\">\n<td style=\"width: 21.4373%; text-align: center;\"><span style=\"font-size: 14pt;\"><b>Factors<\/b><\/span><\/td>\n<td style=\"width: 66.8697%; text-align: center;\"><span style=\"font-size: 14pt;\"><b>Example<\/b><\/span><\/td>\n<td style=\"width: 26.2629%; text-align: center;\"><span style=\"font-size: 14pt;\"><b>Your ICP<\/b><\/span><\/td>\n<\/tr>\n<\/thead>\n<tbody>\n<tr>\n<td style=\"background-color: #bfb2f7; width: 21.4373%; text-align: center;\"><strong>Industry<\/strong><\/td>\n<td style=\"width: 66.8697%; background-color: #f7f7f7; text-align: center;\"><span style=\"font-weight: 400;\">B2B SaaS<\/span><\/td>\n<td style=\"width: 26.2629%; background-color: #f7f7f7; text-align: center;\"><\/td>\n<\/tr>\n<tr>\n<td style=\"background-color: #bfb2f7; width: 21.4373%; text-align: center;\"><strong>Location<\/strong><\/td>\n<td style=\"width: 66.8697%; background-color: #f7f7f7; text-align: center;\"><span style=\"font-weight: 400;\">USA, China, Canada<\/span><\/td>\n<td style=\"width: 26.2629%; background-color: #f7f7f7; text-align: center;\"><\/td>\n<\/tr>\n<tr>\n<td style=\"background-color: #bfb2f7; width: 21.4373%; text-align: center;\"><strong>Size<\/strong><\/td>\n<td style=\"width: 66.8697%; background-color: #f7f7f7; text-align: center;\"><span style=\"font-weight: 400;\">50-100 employees<\/span><\/td>\n<td style=\"width: 26.2629%; background-color: #f7f7f7; text-align: center;\"><\/td>\n<\/tr>\n<tr>\n<td style=\"background-color: #bfb2f7; width: 21.4373%; text-align: center;\"><strong>Growth level<\/strong><\/td>\n<td style=\"width: 66.8697%; background-color: #f7f7f7; text-align: center;\"><span style=\"font-weight: 400;\">Startup<\/span><\/td>\n<td style=\"width: 26.2629%; background-color: #f7f7f7; text-align: center;\"><\/td>\n<\/tr>\n<tr>\n<td style=\"background-color: #bfb2f7; width: 21.4373%; text-align: center;\"><strong>Budget<\/strong><\/td>\n<td style=\"width: 66.8697%; background-color: #f7f7f7; text-align: center;\"><span style=\"font-weight: 400;\">$500-1500K<\/span><\/td>\n<td style=\"width: 26.2629%; background-color: #f7f7f7; text-align: center;\"><\/td>\n<\/tr>\n<tr>\n<td style=\"background-color: #bfb2f7; width: 21.4373%; text-align: center;\"><strong>Business objectives<\/strong><\/td>\n<td style=\"width: 66.8697%; background-color: #f7f7f7; text-align: center;\"><span style=\"font-weight: 400;\">-To grow their customer base 50% each coming year<br \/>\n<\/span><span style=\"font-weight: 400;\">-To become the top web design service in 4 years<\/span><\/td>\n<td style=\"width: 26.2629%; background-color: #f7f7f7; text-align: center;\"><\/td>\n<\/tr>\n<tr>\n<td style=\"background-color: #bfb2f7; width: 21.4373%; text-align: center;\"><strong>Pain points<\/strong><\/td>\n<td style=\"width: 66.8697%; background-color: #f7f7f7; text-align: center;\"><span style=\"font-weight: 400;\">-They don&#8217;t have a systematic approach to all business processes<br \/>\n<\/span><span style=\"font-weight: 400;\">-Cold email outreach has a low reply rate<br \/>\n<\/span><span style=\"font-weight: 400;\">-They have a relatively low brand awareness<br \/>\n<\/span><span style=\"font-weight: 400;\">-Marketing and sales are not aligned<\/span><\/td>\n<td style=\"width: 26.2629%; background-color: #f7f7f7; text-align: center;\"><\/td>\n<\/tr>\n<tr>\n<td style=\"background-color: #bfb2f7; width: 21.4373%; text-align: center;\"><strong>Decision-making factors<\/strong><\/td>\n<td style=\"width: 66.8697%; background-color: #f7f7f7; text-align: center;\"><span style=\"font-weight: 400;\">-They make decisions based on facts, testimonials, case studies<br \/>\n<\/span><span style=\"font-weight: 400;\">-The decision-making is made by a team of top managers, not just by the CEO<\/span><\/td>\n<td style=\"width: 26.2629%; background-color: #f7f7f7; text-align: center;\"><\/td>\n<\/tr>\n<tr>\n<td style=\"background-color: #bfb2f7; width: 21.4373%; text-align: center;\"><strong>Channels for outreach<\/strong><\/td>\n<td style=\"width: 66.8697%; background-color: #f7f7f7; text-align: center;\"><span style=\"font-weight: 400;\">LinkedIn, email<\/span><\/td>\n<td style=\"width: 26.2629%; background-color: #f7f7f7; text-align: center;\"><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<h3><span style=\"font-weight: 400;\">Step 6. Bring your ICP into action<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Have your ideal customer profile all polished up and ready to use? Let&#8217;s get to the prospecting part, then. The ICP lets you look at your new prospects and analyze them based on the main points of your &#8216;checklist.&#8217;\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Let&#8217;s look at an example of how you can bring your ICP into action.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">With Snov.io, you can find perfect leads based on your ICP in two ways: with Snov.io + <\/span><a href=\"https:\/\/snov.io\/blog\/snovio-linkedin-sales-navigator-integration\/\"><span style=\"font-weight: 400;\">LinkedIn Sales Navigator<\/span><\/a><span style=\"font-weight: 400;\"> integration or using Snov.io Database Search.\u00a0<\/span><\/p>\n<h4><span style=\"font-weight: 400;\">1. Finding leads with LinkedIn Sales Navigator + Snov.io<\/span><\/h4>\n<p><span style=\"font-weight: 400;\">Go to your LinkedIn Sales Navigator page and filter your search results according to the parameters of your ICP. LinkedIn will automatically generate a list of contacts.<\/span><\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-15109\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2022\/04\/Background474.png\" alt=\"Finding leads with LinkedIn Sales Navigator + Snov.io\" width=\"746\" height=\"463\" srcset=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2022\/04\/Background474.png 1032w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2022\/04\/Background474-300x186.png 300w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2022\/04\/Background474-1024x635.png 1024w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2022\/04\/Background474-768x476.png 768w\" sizes=\"(max-width: 746px) 100vw, 746px\" \/><\/p>\n<p><span style=\"font-weight: 400;\">As soon as you&#8217;ve found leads that fit your ICP, use the free <\/span><a href=\"https:\/\/snov.io\/knowledgebase\/how-to-manually-install-the-email-finder-extension\/\"><span style=\"font-weight: 400;\">Snov.io LI Prospect Finder extension<\/span><\/a><span style=\"font-weight: 400;\"> to collect the contact details of the target leads.\u00a0<\/span><\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-15111\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2022\/04\/Background475.png\" alt=\"Finding leads with LinkedIn Sales Navigator + Snov.io\" width=\"746\" height=\"509\" srcset=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2022\/04\/Background475.png 1032w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2022\/04\/Background475-300x205.png 300w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2022\/04\/Background475-1024x699.png 1024w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2022\/04\/Background475-768x524.png 768w\" sizes=\"(max-width: 746px) 100vw, 746px\" \/><\/p>\n<h4><span style=\"font-weight: 400;\">2. Finding leads with Snov.io Database Search<\/span><\/h4>\n<p><span style=\"font-weight: 400;\">Alternatively, you can find the companies that fit your ICP with the Snov.io Database Search feature. Find it among other Snov.io email finding search options in the menu on the left and fill in the necessary filters for a more specific lookup:<\/span><span style=\"font-weight: 400;\"><br \/>\n<\/span><\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-22324\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2021\/06\/Background-4.png\" alt=\"Snov.io Database Search by company\" width=\"408\" height=\"575\" srcset=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2021\/06\/Background-4.png 454w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2021\/06\/Background-4-213x300.png 213w\" sizes=\"(max-width: 408px) 100vw, 408px\" \/><\/p>\n<p><span style=\"font-weight: 400;\">Snov.io will generate a list of companies that correspond to your search parameters. Now tick those that you need and add them to your Company list. <\/span><span style=\"font-weight: 400;\"><br \/>\n<\/span><\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-22325\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2021\/06\/Background-5.png\" alt=\"Snov.io Database Search by company\" width=\"746\" height=\"334\" srcset=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2021\/06\/Background-5.png 1297w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2021\/06\/Background-5-300x134.png 300w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2021\/06\/Background-5-1024x459.png 1024w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2021\/06\/Background-5-768x344.png 768w\" sizes=\"(max-width: 746px) 100vw, 746px\" \/><\/p>\n<p><span style=\"font-weight: 400;\">You&#8217;ll be able to look into the profile of each company within your list and see their contact details (including the contact details of its employees!).<\/span><\/p>\n<h2><span style=\"font-weight: 400;\">Bottom line<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">The ideal customer profile outlines all the best features of your target audience. It helps you generate quality leads and contact the decision-makers of your target companies on the right platform, at the right time, with the right message. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">For instance, if you&#8217;re a New York web agency, understanding this profile ensures you&#8217;re reaching out to businesses in the city that truly need and will benefit from your specialized services.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The market and customer behavior might be slightly changing with time. So, after creating your ICP, you&#8217;ll be making updates from time to time to ensure your ideal client description is always relevant.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">And if you need to accompany your ICP with a reliable set of tools for effective <a href=\"https:\/\/snov.io\/email-finder\">email search<\/a> and <a href=\"https:\/\/snov.io\/email-verifier\"><span data-sheets-root=\"1\">email verification<\/span><\/a>, Snov.io is always ready to help.\u00a0<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Want to bring lead generation to the next level? Start with building an ideal customer profile. We&#8217;ll tell you how.<\/p>\n","protected":false},"author":30,"featured_media":37187,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[472],"tags":[72,1073,1075],"_links":{"self":[{"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/posts\/15093"}],"collection":[{"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/users\/30"}],"replies":[{"embeddable":true,"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/comments?post=15093"}],"version-history":[{"count":2,"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/posts\/15093\/revisions"}],"predecessor-version":[{"id":37459,"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/posts\/15093\/revisions\/37459"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/media\/37187"}],"wp:attachment":[{"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/media?parent=15093"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/categories?post=15093"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/tags?post=15093"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}