Ideal Customer Profile Kit

Your Personalized Questions and Customer Profile Template


Prelaunch

Here's everything you need to create your own ideal customer profile.

To create an ICP, you need to conduct customer surveys, so start by picking 7-10 questions from your personalized list of questions below. Choose the ones that will have the most impact in how your company deals with its customers.

Then, check out your ICP templates. See what an ICP for your field should look like, then fill in the blanks to create an ideal customer profile that is practical for your team and your business.

Your questions

Click here for a downloadable version


Demographics and personal data:

  • What’s your age group?
  • What’s your highest education level?
  • How long have you been working in [field]?
  • What’s your job title?
  • What team do you work with?
  • What products/software do you use on the job every day?
  • What products/software do you have access to but don’t use very often?
  • Who do you report to?
  • How is your success at work measured?
  • Where do you go for information to solve problems at work?
  • How do you stay up-to-date with current news and updates in your industry?
  • How do you stay up-to-date with current news and updates in your industry?
  • How do you search for new products or vendors?
  • Is it your responsibility to search for new products or vendors?

Company:

  • What’s your company size (number of employees)?
  • What is your industry?
  • Who is your main customer base?

Goals:

  • What are your company’s goals for this quarter or year?
  • What are your team’s goals for this quarter or year?
  • What are the company’s long-term goals?
  • What are your team’s long-term goals?

Challenges and pain points:

  • How have recent industry trends and world events affected your business?
  • What are the main challenges you face in reaching your goals?
  • What are the main challenges your team faces in reaching their goals?
  • What problems are affecting your team’s ability to reach their goals?
  • How would you expect a [type of product/service] to help you overcome those challenges?
  • What is your deadline to solve those main challenges/problems?
  • Who in your company or team is working to solve those issues?
  • What’s one thing that could make your job easier or more enjoyable?
  • What’s your least favorite part of your job?
  • What takes up the most time in your day?

Price sensitivity:

  • How much budget does your team have for [type of product/service]?
  • At what price would you consider a [type of product] to be so expensive that you would not consider buying it?
  • At what price would you consider a [type of product] to be so cheap that you doubt the quality of it?
  • At what price would you consider a [type of product] to be somewhat expensive, but still an option?
  • At what price would you consider a [type of product] to be a great deal?

Decision factors and purchase process:

  • Do you make all purchase decisions for your team?
  • If not, who makes purchase decisions for your team?
  • Do you currently use a [type of product]? If so, which one?
  • Where did you hear about that product?
  • What convinced you to purchase that product?
  • Who was involved in the decision to purchase that product?
  • Who had the final word on whether or not to purchase?
  • How would you rate the overall experience with that product?

Common objections:

  • What main concerns do you have about purchasing a [type of product]?
  • Which features do you feel your current solution is missing?

Use of your product:

  • Which features of [product] do you and your team use every day?
  • Which features of [product] do you use on a weekly basis?
  • Which features of [product] do you hardly use?
  • Which features of [product] stood out to you at the beginning? Did those features live up to your expectation of them?
  • Which features of [product] did you not expect to use as often as you do now?

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