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?
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.
Strategic, high-level overview of the ICP concept, the framework elements, and its uses.
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.
- 1. ICP introduction (the WHEN, the WHY, and the HOW) (9:39)
- 2. Your company's strengths (what are you really good at?) (9:37)
- 3. Your market opportunities (Important market insights) (7:23)
- 4. Defining your B2B ICP (11:44)
- 5. Conversation starters (best ways to engage with your target) (7:07)
- 6. B2B ICP framework wrap up (6:31)