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  • Writer's pictureTom Herman

Can You Describe Your Ideal Customer?

I speak to founders and CEOs often.

I ask: “Describe your ideal customer to me.”

The responses are often vague.

Some avoid the question with:

❌ “We’ve been in business for years, so we know our customers.”

❌ “My team is on top of that.”

❌ “We have software that does that for us.”

But most leaders are open and honest.

“If you asked me 10 years ago, I could have told you. But now, I’m not sure. Lately, it seems like we’re just casting a wide net.”

“That’s something that we need to work on, especially given these past few years.”

“We were talking about this the other day. Our team has differing opinions around why customers choose us.”

It’s clearer than ever - a lack of customer understanding creates stress within an organization.

Guesswork. Internal disagreements. Mixed results. Frustration. On repeat.

But you can reduce stress by gaining customer clarity.

Define your company’s Ideal Customer Profile (ICP).

Allow your ICP to serve as a guide for decisions, strategies, messaging, and more.

Increase team unity, boost productivity and de-stress your organization.

Need help getting started? Reach out to me for tips to get started.


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