How to Identify Your ICP: Do's and Don'ts
What does the perfect customer look like for your commercial real estate business? This is a question that you have to answer for yourself, as it varies from firm to firm. However, it’s an important question to ask, as your sales and marketing teams need to know what potential customers to pursue and focus on.
To this end, we recommend building an ideal customer profile (ICP). In this eBook, Biscred provides a step-by-step guide for building an ICP for growing your business in CRE. You’ll learn how to identify the ideal customer as well as how you can effectively market toward them.
How To Find Your ICP
This eBook will take you through the process of analyzing your customers to identify key indicators of an “ideal” customer. As you identify your best customers, you’ll be looking for the qualities they share and what led them to your business. Your historical data will be one of the most valuable tools for building an ICP.
We’ll also take you through identifying customers that were a bad fit and why they may have been poor leads. This will help your marketing and sales teams know what to look out for when searching for prospective leads.
Building Your ICP
Focus on the Right Data
This eBook will provide indicators and attributes that your team needs to know about your existing customers. As you build the profile for an ICP, you can account for these indicators and consider why they make that customer ideal for your business.
Common ICP Mistakes
We also cover common mistakes that businesses make when trying to build an ICP. An example of this is being to broad in the profile of the ideal customer, which leads to far too many potential leads and a failure to understand what truly makes one customer ideal over another.
Utilizing an ICP
Once your ICP is built, we explain how it can be used in your sales and marketing strategy. We’ll explain how you can perform data-driven searches for new customers using the key attributes of your ICP.
