How To Research Ideal Customer Profile(ICP): Target Audience, Potential Customer, ICP, Persona

READ MORE: Ideal Customer Profile (ICP): How To Create A Comprehensive Customer Profile:

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Before you select persona and the ideal customer profile, take time to understand the broader audience. This knowledge will help you select optimal customer segment to target and even select personas which attitudes, values, and beliefs align with your organization.

Here are the steps you can take to build a more comprehensive view of your customers.

1) Understand the larger target audience that might have the pain that you are solving. For example, your target audience can be all VPs of Sales regardless of the size of organization or industry. The fact that people experience the same pains doesn't mean that they have identical context.

2) Identify potential customers (people who have a particular problem that your product solves) out of the larger target audience

3) Build an ideal customer profile (ICP).
These prospects do not only have pain and are a good fit but also are ready, willing, and able to buy your product. Ideally, the person who fits your ICP is aware of the problem and already looking for a solution to it.

4) Create customer personas.
And only then, after we understand the larger target audience and their environment, and then outlined the primary target in the form of an ICP, can we dig into the psychographic and personality threads — attitudes, beliefs, values, etc. — of your customers

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ABOUT:

Myk Pono is a marketing and product growth strategist, advisor, consultant, and writer. He helps entrepreneurs and companies with marketing and product growth focusing on creating an ideal customer profile, brand story, strategic messaging, customer acquisition strategy, go-to-market strategy, and content strategy and distribution.

He co-authored Mastering Product Experience in SaaS with Product-Led Go-To-Market Strategy |
His essays on marketing were read by over 500,000 people.

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