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Why targeting an ICP brings 10x more customers than you expected
Targeting your "Ideal Customer Profile" (ICP) is the best way to differentiate and win sales, but does it limit your target market?
Now let’s tackle the fear: That targeting Carol means you’re excluding the rest of the market, and therefore limiting your growth and reach, even if you perform well in your niche. To her, those aren’t weaknesses, those are actually strengths, because she wouldn’t be caught dead in a Porsche, her lifestyle isn’t sporty, and she disagrees with your definition of “cool” and “ugly.” You’ll know that you’re doing this right when you turn down a sale, even though it would have been your largest customer, simply because they’re not your ICP, as in these miniature stories from Daniel Zarick at ArrowsHQ and John Doherty at EditorNinja.
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