The document discusses defining an ideal customer profile (ICP) for a product or service. It provides examples of characteristics that may define an ICP, such as demographics, income, interests, and pain points. The key aspects discussed are: - Defining who the ideal customer is through their demographics, interests, behaviors, and most importantly the pain they are trying to alleviate. - Validating the ICP by understanding the frequency and severity of their pain points to prioritize those customers most urgently seeking a solution. - Once defined, the ICP can be targeted and monetized through a sales process tailored to their specific needs and how the product or service helps them achieve their goals.

1. IDEAL CUSTOMERIDEAL CUSTOMER
PROFILEPROFILE
ICP
Who?Who?Who?
is your ideal customer?
is your ideal customer?
is your ideal customer?

2. If your product is
for everyone, then
it is for
N O O N E .
#SALESKIPATHSHALA
SANJAY SINGH
04

3. Who?Who?Who?
is your ideal customer?
is your ideal customer?
is your ideal customer?

4. Topics to Discuss
Why ICP?
How to select ICP?
How to validate ICP?
How to monetise ICP?
02
Presentation
Outline
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5. Do you know?
Stays in Central Mumbai
Works as an Exporter
Travels in a SUV
Files an Annual ITR>25
lakhs
Plays Golf / Visits a club
Believes in rich Brands
Attitude is to flaunt
Equity player
03WWW.CONSULT4SALES.COM
Demographics Income-graphics
Psychographics Fin-graphics
Firmographics
This is just an example.
Have you defined your ICP to this extent?

6. Has Budget
Urgent Problem
(PAIN)
Early Adopter
What is the
What is the
What is the
pain of ICP?
pain of ICP?
pain of ICP?

7. "Riches are in the Niches"
17
Sanjay Singh

8. Awareness
Urgency
PASSIVE
LATENT SUFFERING
DESPERATE

9. FREQUENCY
OfPain
SEVERITY
Not Severe
Ignore Infrequent
ICP

10. 9 (10)
PER MONTH
Severity of Pain
4/
month
PER MONTH
Frequency of Pain
12

11. 9 Ways to locate ICP
Target
Group
Day in
Life of
External
Forces
Buying
Process
Problem,
Pain and
Values
Say
Think
Feel
Do
Read
Attend
Follow
Who do
you want
customer
to
become?
Customer
Profile

12. YOUR ICPYOUR ICP
KNOW

13. Every Wed., 4 - 5. PM

14. 19th August 2020
FREE WEBINAR
THIS WEBINAR IS FREE FOR ALL
START U
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