Why is understanding your ideal B2B client essential?

We all know who our clients are. Or at least that is something we truly believe.

Some of us are spending thousands on marketing and sales, wondering why our tactics don't work. Retracing our steps can lead us to the core of the problem.

It's time for some honesty! Do we address and reach our ideal clients, or are we shooting in the dark? Even if you know your target, with time they evolve, and so do their needs. So, it's time for re-evaluation. Only by defining your ideal clients you can truly understand them and figure out whether your solution can actually help. You'll have a clear picture of the types of companies you'll best serve, their problems and relevant insights on the people who work there.

You don't have to spend another second or dollar on irrelevant prospects!

What do our students have to say?

Throughout the duration of this course I have gained a lot of knowledge and practical strategies that will be beneficial to me and my business. Hat off to you Dancho! You have helped me understand my business’ strengths and weaknesses and how to use that to get the ideal leads for me.
I must say incredibly insightful course! If you want to dive further into the world of leads and ICP then look no further. Dancho’s expertise will guide you in the best way possible!
I found the course interesting, challenging and most of all, valuable! My knowledge about ICP has increased tremendously. Thank you for making the course so enjoyable! It exceeded my expectations.

After taking this ICP course you can:

1. Enrich your solution

You don't need to launch new solution functionalities on a hunch. Getting to know your ideal clients and their needs enables you to add the right features or services. You don't want to spend hours developing offers that no one cares about.

2. Laser focus your marketing

Understanding your ICP's issues and how to solve them provides you with a solid marketing basis. Focus your marketing activities, minimise wastage and talk directly to your target.

3. Tailor your sales process

The one-size-fits-all approach rarely works in sales. Knowing your target and anticipating their needs, you can customise your solution to fit like a glove. Maximise your sales conversion rate with minimum effort.

The 4-step ICP framework

1. Start reflecting on your business

Digging deep into your existing business can help you better shape your ideal client profile. We'll define your business type, your value offering and analyse your current and past clients.

2. Stay open to new opportunities

Get hold of a different market perspective of the industry, business segments, competition, and learn how to interpret that data.

3. Define your ICP

Using the insights you'll gain, you should be able to define your ICP. You'll establish the industry, company firmographics (size, location, etc.), and the specific positions you should target within these companies.

4. Perfect your conversation starters

Being aware of your ICP is not enough. Put this knowledge into practice. Understanding your potential clients' problems, desires, aspirations, needs, means you can serve them better. And can give you the boost in starting some meaningful win-win conversation.

Meet your coach

Dancho Dimkov, MSc Executive MBA CMgr CMC is a B2B outreach consultant, serial entrepreneur and dedicated growth enthusiast. He is on a mission to help SMEs grow while taking into consideration their limited budgets.

His entrepreneurial spirit shone in early childhood, and at just 22 years old he was recognised as a ‘Global Innovator for 2009’. This award brought him speaking engagements at major events in different corners of the world, from Finland and India to Brazil and beyond.

From being a digital nomad to running a lucrative company, he’s committed to figuring out all the ins and outs of the outreach process. And he’s not afraid to face his fears. “As a founder of a bootstrapped consulting company, I can divulge that my main fear was not ensuring enough revenue to cover our monthly costs and not having some extra for investment in growth.”

Helping 450+ worldwide clients led him to the ‘40 under 40 award’ and gave him the foundation and the needed proof for the 6 step ZZ framework.

3-layer approach

ICP Framework
ICP framework

Strategic, high-level overview of the ICP concept, the framework elements, and its uses.

How to do it
How to do it

A step-by-step guide on applying the ICP framework in your business. Learn how to research, reflect and fine-tune your target audience using LinkedIn.

Resources & templates

A set of resources, tools and templates that will guide you through the ICP profiling journey.

Ready to redefine your business?

Join the HIVE!

Dancho’s course for defining the ideal B2B client, takes an interesting and easily-understandable approach in explaining how to adjust your mindset, and focus on the types of clients that are most likely to need and buy your offering.
I loved every piece of it. Opened my eyes on where to look for my ICP
Dancho is one dedicated and sharp entrepreneur who explained everything in detail, in such a short amount of time. I don’t think anyone could have done it better! I can’t wait for future courses and lessons. Great job!
I must admit that I knew very little of it before I enrolled in this course. Dancho does a great job of explaining all of the steps required. From Identifying the market strengths and opportunities - to deciding on the conversation starters later on. All in all, a great course worth every penny.
I found this course so helpful; it gave me a good grounding understanding in the basics and all I need to know about the ICP. It was an interesting, challenging, and a rewarding experience. I can’t wait for the next courses offered in this area.
I love how informative this course is. It helped me understand how important it is to create an ICP, leading me step by step to obtain the perfect formula for it. Highly recommended!