INSTRUCTIONS - Duplicate as template and

Step 1: Data Mining Your Current Client Base

<aside> <img src="/icons/arrow-down_blue.svg" alt="/icons/arrow-down_blue.svg" width="40px" />

Fill in the below table with 10 of your best clients (30 mins) (For the scoring higher is better.

</aside>

Untitled

• ❗️⬆️ A brief explanation of the above (toggle with arrow on left)

Step 2: Quick Reality Check

<aside> <img src="/icons/dialogue_orange.svg" alt="/icons/dialogue_orange.svg" width="40px" />

Once you’re able to answer these questions, you’re on the right track to formally define your ICP in Step 3 (5 mins)

</aside>

1. "Can you describe your ideal client so specifically that others could identify them in a crowd?"
2. "If you had to fire half your clients tomorrow, would you know instantly which ones to keep?"
3. "When someone asks 'who's your target market?', do you need more than 15 seconds to answer?"

Step 3: Define your ICP

<aside> <img src="/icons/pen_green.svg" alt="/icons/pen_green.svg" width="40px" />

Use one of the fill in the blank statements below, which makes most sense to you to help you define your ICP and how you will help them (30 mins)

</aside>

"I help [decision maker level] at [type of company or industry] who struggle with [specific pain point] achieve [desired outcome] through [your solution]."