A key focus in sales and marketing is why your product or service is the right fit for the customer.

But, it works both ways. You know which companies are a good fit for what you offer and you know who you work well with and have successful relationships with.

It just makes sense to target similar customers, that's where we come in!

By setting up a custom feed based on your ideal customer profile, you'll be able to consolidate your feed and prioritise the companies that could be matches made in heaven.

We refer to ICP a lot (a lot) at Dealfront, but put simply, your ideal customers are those that benefit most from your product or service. An ideal customer profile is an outline of the characteristics that befall such companies.

It includes the demographic information you need to look out for in potential sales leads. This might be the company size, revenue, location, and/or, industry.

Pursuing companies that fit your ideal customer profile is the way to go.

Firstly, you can expect a quicker sales cycle and greater chances of success.

Why? Because similar customers have gone through your sales process previously. You’ve refined that process and reduced it down to fewer touchpoints. You understand this kind of customer and how you can help them.

Secondly, if they're a good fit and you can build a strong relationship from day one you can expect higher retention rates and advocacy from these customers.

Sound like a plan? Let's see how to put it into action!

Hopefully, you know what your ideal customer looks like. If not, get together with your team and list the qualities you seek.

Use the information from your ideal customer profile to create a custom feed in Leadfeeder. Start by adding filters one group at a time.

The first might be based on the company’s location. You can add multiple countries. Let’s say you have offices in the UK and US, you’ll be looking for customers in those areas.

This will start to narrow down your feed.

Next, it’s a good idea to add the industries you work with to your filters. It’s unlikely you work with every industry going, so choose only the industries that make sense for you, for example automotive.

Then you may wish to look at the size of the company. Set a minimum or maximum employee count, for example between 201 and 500.

In the end, you may go from thousands of companies to a number that’s much more manageable.

Plus, all of those identified companies fit your ideal customer profile. They’re all companies you’re ready and willing to reach out to about your product or service.

--

Questions, comments, feedback? Please let us know by contacting our support team via the chat or by sending us an email at support@dealfront.com.

RELATED: