How to Find Your ICP

Starting a business isn't just about the product or service. It's about understanding how it genuinely benefits your audience. To pinpoint your Ideal Customer Profile or Persona (ICP), you need a clear vision of what you offer and a deep dive into the 'what,' 'how,' and 'why' of your business. It's all about connecting with your audience through a compelling narrative – making them see why what you're offering matters to them. Let’s take a look at the 5 steps for finding your ICP.

1. Begin with a Clear Vision

As a new business owner, start by getting crystal clear on what you're bringing to the table, whether it's a product or a service. It's not just about the offering itself, but understanding its real value to the people you're targeting. Pin down who you are and what your business stands for in as specific of terms as possible.

2. Dig Deeper into the 'Why'

Don’t just scratch the surface. Dive deep into brand building and strategy. Consider the 'what,' 'how,' and 'why it matters.' All of this hard work will help shape your business. You may already know what you're about, but why is what you're offering so important? Why is it essential for specific people to benefit from your product or service? Understanding the 'why' behind your actions helps craft the story that resonates with your audience. Customers need to latch on to a story that says “people like us do things like this."

3. Craft the Story You're Selling

Ever heard of Simon Sinek, the leadership guru? He emphasizes that people's choices aren't solely based on a product’s features. It's the story behind the product or service that counts. Take Tesla, for example – owning one of their vehicles is more than just a transaction. Why choose Tesla over other EV brands? It's not just about what's under the hood but what driving a Tesla signifies. As much as buyers probably care about the environmental impact, chances are they’re really pulled in by the story they get to tell themselves about who they are now that they drive a Tesla. Once you've honed your story, you'll be closer to identifying who will connect with it.

4. Get Researching

Now it’s time to roll up your sleeves and do some digging. Finding your ICP requires thorough customer research, from chatting with existing customers to tapping into your network. Interview business owners you respect and pick their brains. You’ll learn so many important lessons from their experiences. Approach these conversations with genuine curiosity rather than a hidden sales agenda. You’re looking for genuine connection here - another sales pitch is likely to rub people the wrong way. Consider partnering with a data company to gather insights into buying habits and preferences. It’s important to ensure that your vision of your ICP aligns with what you’re offering in the real world.

5. Trial, Error, and Evolution

Identifying the ideal client means understanding the problems your product or service solves, which might require a little trial and error. Ultimately, it's about finding your tribe – those who deeply resonate with what you offer. If you've already started selling and realized the importance of defining your ICP, don't sweat it. Be honest with yourself and adapt. Research, identify who's interested in what you're offering, and adjust your marketing strategy accordingly.

Understand the Problems You Solve

The key to discovering your ICP is staying curious. Conduct thorough research, engage with existing and potential customers, and keep asking for advice from experienced business owners. It’s a process that’s all about trial, error, and adaptation. Stay open to change, and adjust your strategy based on what you learn. Finding your ideal clients is an ongoing process that’s shaped by understanding the problems you solve and building authentic connections. Like anything else in business, this won’t come easy, but it’s the foundation for all of your future success.