How to pick your ideal customers out of a random crowd
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Let me show you how to get a 71% response rate on your cold outreach and an 80% closing rate on your deals by building a high-converting ideal customer profiles (ICP). I've closed nearly 200 customers in the 2 months I've been using LinkedIn. All of this by using cold outreach, sending 7 cold DMs a day, getting 5 positive responses, and closing 4 of them. Unlike most people, I build my Ideal customer profiles by considering the potential I see to build a high-rapport.
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How to pick your ideal customers out of a random crowd
- 1. I'll let you in on a secret... Your customer profiles suck – that's why you're not closing deals. Give me 2 mins, and I'll show you how to pick your customers out of a random crowd: Ray Voice @therayvoice
- 2. I joined LinkedIn 2 months ago. Here are my stats: • 2600+ followers • 1,708+ engagements • 122,728+ impressions • 196.5 deals closed!!!!!!! Why the .5? → Ray Voice @therayvoice
- 3. Cuz I'm in the middle of closing another as I'm writing this. Now, let's see how I did that → Ray Voice @therayvoice
- 4. I send many cold DMs: • 7 daily (Mon to Thu) • 5 positive replies • 4 clients closed You're skeptical – I get it! That is a 71% response rate and an 80% closing rate. Here's why it makes sense → Ray Voice @therayvoice
- 5. Here’s what my funnel looks like: The key? Great ICPs → Ray Voice @therayvoice Connections Ideal Customers Buyers High-Rapport Ka-Ching! $$$
- 6. Is your ICP similar to this? • Ideal Customers: Small to Medium-sized Businesses, 25-45 age group. • Objectives: Brand Identity, Engagement, Conversions, Outperform Competitors. • Expectations: Creative Content, Timely Delivery, ROI-Focused, Professional Communication. • Benefits: Expert Social Media Design, Custom Solutions, Increased Engagement, Consistent Branding. • Blah, blah, blah… Platitudes and pointless words. Ray Voice @therayvoice
- 7. That belongs in the trash!!! Let's make a high-converting ICP → Ray Voice @therayvoice
- 8. A high-converting ICP has 5 traits: • Buyer (vs. Non-Buyer) • Filled with a desire to Buy • Easy to contact via Colds • Easy to befriend • Must be the End-user Here's how to pick them out of a random crowd → Ray Voice @therayvoice
- 9. Consider the following picture ↓ Ray Voice @therayvoice
- 10. Anyone carrying a shopping bag is a buyer. Ray Voice @therayvoice
- 11. Anyone carrying a big shopping bag is filled with desire to buy. Ray Voice @therayvoice
- 12. Now, one of them uses LinkedIn everyday: Ray Voice @therayvoice
- 13. Speculation says it’s this one: (Apologies for profiling) Ray Voice @therayvoice
- 14. I can easily DM him and sell him a better tie! Ray Voice @therayvoice
- 15. He also looks easy to befriend and → Ray Voice @therayvoice
- 16. He’d be the End-user of our B2B products! Ray Voice @therayvoice
- 17. There’s a final point you need to take into account. Your Ideal Customer must be the: Decision Maker Ray Voice @therayvoice
- 18. How to find a decision-maker in a company? You can talk to previous vendors and agencies who have worked with them. Ray Voice @therayvoice
- 19. tl;dr • Buyer • Desire to Buy • Easy to cold-contact • Easy to befriend • End-user • Decision Maker Let me know if you want more posts on this topic. Ray Voice @therayvoice
- 20. Thanks for reading! Send this to a friend or repost. With me, you can: • Sell like a businessman • Build like an engineer Follow Me You don't have to follow, but it'll sure be cool if you did! Ray Voice @therayvoice