An Ideal Customer Profile (ICP) is a concise description of the specific demographic, psychographic, and firmographic attributes that define the perfect customer for a business, guiding targeted marketing and sales efforts for optimal success and growth. It helps businesses identify and focus on the individuals or organizations most likely to benefit from their offerings, leading to higher conversion rates and customer satisfaction.

1. FutureReady
JoyThroughGratitude
Future Ready
The Importance of ICP

2. The Psychology Hack Behind KFC's
French Fry Sales Boost in 2014
In 2014, KFC faced the challenge of reviving their beloved seasonal promotion
of $1.00 fries in the Australian market, which had been losing its impact over
the years.
Determined to boost sales without changing the price, product, or promo dates,
they teamed up with Ogilvy to crack the code. Through weeks of collaboration
and careful analysis of psychology principles, they crafted 90 different ways to
present the fries.
Testing the top five psychology-based headlines on Facebook, they struck gold
with two concepts: Reciprocity and Anchoring.
With these winning ideas, KFC created captivating radio and TV ads that tapped
into the psychology of customers.
A staggering 56% increase in French fry sales overall,
with the Anchoring concept driving an astounding 84%
surge in 4-pack fry sales.
The result?
🏆 Reciprocity: “You wanted free French fries, but we’ll
meet you halfway with our French fries for $1.”
🏆 Anchoring: “A deal so good you can only buy four.”
The Message?

3. What is ICP?
• An Ideal Customer Profile (ICP) is a detailed description of
your ideal customer based on various demographic,
firmographic, psychographic, and behavioral characteristics.
• ICPs help you create a clear and unified understanding of
your target customers, enabling effective customer
segmentation and personalized engagement strategies.
• They provide a framework for aligning marketing, sales,
and customer service efforts, resulting in improved customer
acquisition, retention, and satisfaction.
• ICPs help you prioritize and optimize your resources,
ensuring you invest time and effort in the most valuable and
profitable customer segments.

4. 1. Another fatal error here is to use your avatar to focus solely on making sales. Your
customers are people first and want to feel heard, valued, and appreciated.
2. What is ICP in simple terms:
• Who wants to know what you know?
• Who wants to solve the problems you know how to solve?
• Who wants to get the results that you know how to produce?
• Who is willing to pay you with their time, attention, and/or money to solve
those problems or produce those results?
3. Without an avatar, you won’t be able to truly understand your customers’ wants,
needs, and pain points.
4. Once you finalize your ICP, you have to constantly strive to identify and leverage
your ideal customer avatar’s pain points and other emotional hot buttons when
creating your marketing and advertising campaigns

5.  What I eventually discovered was that the purpose of developing
buyer personas should have been all about better communication
 How might your business target your customers on their paths to
purchase?
 What kinds of questions are important to your customers when they
are choosing providers?
 What factors will determine if you are the right fit or if a direct
competitor is
 Remember that only 4% of website visitors (and likely consumers in
general) are ready to do business with you right now.
 Those 4% are in that provider aware stage, ready to make decision
between you and your competition
 Shifting your focus from the 4% to the 96% and crafting messaging
that resonates with pain and emotion
 You must first understand the pains, emotions, motivations of your
prospects in every stage.

6. Not sure or not realizing that I have a
specific need or a problem to solve – Lets
take example of someone planning to join
Gym
Unaware
They have encountered a triggering event that has
compelled them to research a pain/problem
they’re experiencing
Pain/Problem
They understand their pain/problem and have
begun researching potential solutions( but
remain unaware of specific brands)
Solution
They have chosen a solution and have
begun researching potential providers as
they are on cusp of a purchasing solution
Provider Aware
Buyer Stages
SDR & Digital
Marketing
Awareness
Consideration
Decision
4%
96%
4%
96%

7. Applying ICPs for Excellence
Personalization and Tailoring:
Use the insights from the ICP to personalize your sales approach and tailor your messaging to resonate with the
specific needs and pain points of your ideal customers. This level of personalization builds trust and credibility,
increasing the likelihood of success.
Targeted Prospecting:
Leverage your ICP to identify and prioritize high-potential prospects. Focus your prospecting efforts on those who
closely align with your ideal customer characteristics, allowing you to maximize your sales efforts and increase your
conversion rates.
Value Proposition Alignment:
Align your value proposition with the unique challenges and goals of your ideal customers. Demonstrate how your
product or service solves their specific pain points and helps them achieve their objectives. This alignment
strengthens your value proposition and increases customer interest.
Account-Based Selling:
Use your ICP to develop targeted account-based selling strategies. Identify key accounts that closely match your ideal
customer profile and create personalized outreach plans to engage and nurture those accounts. This approach
improves your chances of winning high-value customers.

8. Applying ICPs for Excellence
Sales and Marketing Alignment:
Collaborate closely with the marketing team to ensure your sales efforts are aligned with the ICP. Share insights
from customer interactions to refine the ICP and provide valuable feedback for marketing campaigns. This
alignment enhances overall sales and marketing effectiveness.
Continuous ICP Evaluation:
Regularly evaluate and refine your ICP based on real-world customer data and feedback. Market dynamics and
customer needs may change over time, so it's important to adapt your ICP to stay relevant and ensure continued
sales success.
Customer Success and Upselling:
Leverage your ICP to identify opportunities for customer success and upselling. Understand the specific needs
and goals of your existing customers who closely match the ICP, and proactively offer additional products or
services that can further benefit them.

9. “Always be closing” “To always be helping”
Mindshift
1) To help you need to know more about the
needs
2) To know the needs, you need to empathize
3) To empathize, you need to build chemistry
and understand persona
4) To understand persona, you need
knowledge, soft skills and expertise
5) The framework that addresses that is ICP
1) When you rush to close, you treat your
client as opportunity and not as human
2) Selling wrong value and not making right
connections for a long term relationship
3) The closure looks like a magic but not
repeatable or process driven

10. FutureReady
JoyThroughGratitude
OptiSol US Inc, 2108 N Street Suite 8238
Sacramento, CA 95816
+1-415-233-4737
+1 (408) 459-5837
info@optisolbusiness.com
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