Understanding who your customers are and how to communicate with them is the first step in your ABS strategy. An Ideal Customer Profile (ICP) identifies and defines your most valuable customer.
It also indicates who is most likely to buy your products or services so you know who to target. Building an ICP or buyer persona starts with data. Cover the basics, including size, location, demographics, and industry. Then consider these questions to dive deeper:
What problems does your product solve? Being clear on your afghanistan phone number list product’s benefits can help you frame it as a solution.
Which companies and people face these problems? This will help you zero in on who to target and personalize your outreach.
Which companies can afford your product? If a company doesn’t have the budget, they’re not worth your pursuit. Go after accounts that can feasibly buy what you’re selling. Even better: Find the accounts that can afford to — and will likely — pay top dollar for products with high price tags or products with subscriptions that will pay out for a long time.
What commonalities do current customers have? This can help with personalized messaging and transparency when crafting your outreach. Take a look at CRM data to see the problems and pain points your customers share. This can be used to help you start tailoring a solution for high-value accounts.
Why do your current customers use your product? Similar to the example above, this information gives you talking points to use when approaching new customers.