As a B2B marketer, you might understand that discovering and approaching target accounts can be quite challenging. However, you can overcome this challenge and create a solid foundation for your growth by defining exactly who you are selling to. And, that is just what Ideal Customer Profile (ICP) does for you.
An ICP is a sketch of the company who are most likely to buy your offerings, become lasting customers, and recommend you to others. It provides relevant information about the accounts such as their demographics, objectives, requirements, buying behaviors, challenges, and more. Ultimately, it enables you to identify and connect with the right prospects and close the deal faster. Without an ICP, you might end up knocking on the door of irrelevant prospects who aren't likely to close.
Before approaching prospects, you must see if your Ideal Customer Profile answers these 4 basic questions:
- Are they ready or keen to buy your product?
- Do they have the in-house knowledge to make successful use of your products?
- Is it a growing and profitable business?
- Are they networked enough to talk you up to other potential buyers?
However, to answer these questions, you need detailed, updated, and verified information about the prospective accounts. And, it can be acquired easily with actionable org charts developed by sales intelligence experts. It provides all the relevant information about the products that can help you to build an Ideal Customer Profile (ICP). The valuable insights of org charts make the process of ICP creation seamless and effective.
Let's explore the process of creating ICP and how actionable org charts can help in it:
- Identify Relevant Clients: "Relevant" clients are the one who wants and is ready to buy your products and services. To know that, you need to understand the challenges they are facing, the requirements they have, their buying behavior, etc. Fortunately, all this information is provided by an actionable org chart of the prospects to help you identify the relevant clients.
- Learn More About Them: Once you have identified your relevant clients, it's time to learn more and more about them. An actionable org chart would provide all the data about prospects including their decision-making criteria, key decision-makers, their feelings about your product, etc. As a result, it would help you customize your approach and aim for faster deal closure.
- Build a Profile: Now it’s time to review the data and insights of the prospects and identify companies that are likely to become long-term clients. Look for the ultra-specific traits of the prospects and build a profile that is relevant to your products and services. Undoubtedly, actionable org charts would help you get insights into those ultra-specific traits of the prospects and develop an ICP.
The bottom line, developing the Ideal Customer Profile (ICP) with actionable org charts, empowers you to convince prospects that only you hold the solution they are looking for. As a result, it unlocks enhanced conversion rates, faster deal closure, and boosted the ROI of the organization.