Amanoba Logo
Back to Course

Ideal Customer Profile (ICP) – Who Do You Work With?

Day 7 of 30 · Build Your Sales – 30 Days to More Deals

Today you'll learn how to define your Ideal Customer Profile (ICP). The key: don't try to sell to everyone – focus on those who will actually buy.

Daily Goal

  • Understand what ICP is and why it matters
  • Create your ICP definition (company size, industry, need, etc.)
  • Identify 3-5 concrete example companies that fit the ICP
  • Create an ICP tracking table

Why it matters

  • Focus = better results. If you know who your ideal customers are, you can target better.
  • Higher conversion: ICP leads = higher qualification and close rates.
  • Faster sales: You close faster with ideal customers.
  • Better customer experience: Ideal customers fit better with your solution.

Explanation

What is ICP?

ICP = Ideal Customer Profile

This is a detailed description of what type of companies are your ideal customers – those who are likely to buy and stay long-term.

How to define your ICP?

The ICP has 5 main components:

Component What it means Example
1. Company Size How many employees? 50-200 employees
2. Industry What industry do they operate in? Tech, SaaS, E-commerce
3. Geographic Location Where are they located? North America, EU
4. Need/Problem What problem are they solving? Lead generation, sales automation
5. Budget What budget do they have? $10K-$50K/year

Example ICP definition

ICP example:

  • Company Size: 50-200 employees
  • Industry: Tech, SaaS, E-commerce
  • Geography: North America, EU
  • Need: Lead generation, sales automation
  • Budget: $10K-$50K/year
  • Technology: Use CRM (Salesforce, HubSpot)

Practice 1 – ICP definition (25 min)

  1. Look at your best customers: Who are the ones you work with best?
  2. Write down common characteristics: Company size, industry, need, etc.
  3. Create your ICP definition based on these
  4. Identify 3-5 concrete example companies that fit the ICP

Practice 2 – ICP tracking table (10 min)

Create a table that tracks how many leads match your ICP:

Date Total Leads ICP Leads %
2026-01-22 20 0 0%

Key Takeaways

  • ICP = focus. If you know who your ideal customers are, you can target better.
  • Use historical data. Look at your best customers and identify common characteristics.
  • Be specific. The more specific the ICP, the better the targeting.
  • Update regularly. ICP can change as your company evolves.

Optional Resources