Step 1. Identify the traits of your ideal customer

An ideal customer is likely to have seven traits. They are likely to be:

1. Ready to buy your product – they have already identified a need
2. Keen to buy your product – there are clear elements of value you can deliver for them.
3. Able to buy your product – they have the financial resources to make the purchase.
4. Skilled – they are likely to have the in-house knowledge to make successful use of your product to its full potential (in other words, they’re good fit customers)
5. Profitable – they’re doing well in their line of work so they don’t have to cut corners
6. Growing – they’re planning to expand so they have potential for upsells and renewals
7. Networked – they’re able to act as an ambassador for your product and talk it up to other potential buyers. [...]
   

Step 2: Research your target market to identify the best customers

Questions to figure out the “WHAT”:

• What is the number one thing that can increase your satisfaction with our product or service?
• What priority or challenge is on top of mind when using our product / service? Save time, Cut down costs, Simplify work processes
• What makes you happy and sad about our product or service? What are the best and worst features?
• As an active user of our product / service, do you feel it fulfills its promise? [...]
  

Step 3: Build a behavioral profile of your ideal customer

1. Use a spreadsheet to overlay all the data points and insights.

2. Cross-reference similar entries to see where grouping occurs.

3. Tag each grouping (where repeated data points and insights pile) to represent the ICPs.

4. Extract multiple profiles of the ideal customer:

• Their needs
• Their responsiveness
• Their ongoing interaction with the company
• Their emotional connection with the brand
  

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