How to attract & retain more ICPs?

Here’s how to break this process down into actionable steps:

1. Identify Your Top Customers

Gather a list of your best customers by evaluating the following factors:

• Retention: Customers who have renewed annually at least once.
• Engagement: Those using your core products or services regularly.
• Revenue Impact: High spenders with significant ACV (Annual Contract Value) or LTV (Lifetime Value).
• Satisfaction: Clients who express satisfaction and whose needs you’ve consistently met.

Use your CRM or sales data to extract this list quickly.

2. Analyze the List Using AI

Feed this customer list into an AI tool like ChatGPT to uncover patterns. Use this prompt (customized to your business context):

Prompt Example:
“Here’s a list of our top B2B customers: [paste list]. Please analyze each customer’s industry, employee headcount, revenue range, funding stage (if available), and technology stack or approach. Identify commonalities that define our ICP, highlight any outliers, and summarize key traits like team size, business model, or other patterns that unify them.”

This analysis will reveal:

• Shared attributes like industry verticals, company size, or funding stages.
• Common challenges or goals that make them ideal for your solution.
• Insights into what makes an outlier (useful for niche opportunities).

3. Refine Your ICP

Using AI insights and your own judgment, validate the traits of your Ideal Customer Profile (ICP). Cross-check this with other data sources like Crunchbase or LinkedIn.

For example:

• Industry: Fast-growing B2B SaaS or tech-enabled companies.
• Size: 200–2,000 employees.
• Funding: Raised over $50M (Series B+).
• Approach: Product-led or partially self-serve.
• Pain Points: Efficiency challenges in DevOps, collaboration, AI/ML, etc.

Ensure the ICP aligns with your value proposition.

4. Interview ICP-Aligned Customers

To deepen your understanding of their needs, set up 30-minute interviews with these customers. Delegate tasks across your team to move faster. Use the following questions:

• How did you discover us?
• What problem were you solving when you approached us?
• What triggered the need to solve this problem?
• How did you position our solution internally?
• What objections or hurdles did you encounter?
• What specific value have you gained from using us? Can you share examples?
• How do you measure success or ROI with us?
• Are there areas where our tool can improve?
• What would make our product indispensable for your renewal decision?

Objective: Uncover their journey, pain points, and the impact of your solution.

5. Conduct Targeted Surveys

Run surveys targeting titles or companies resembling your ICPs. For each ICP segment, focus on:

• Needs: Their challenges, priorities, and expectations.
• Solutions: How they address these issues today and where your product fits.
• Channels: Where they learn about solutions (e.g., LinkedIn, industry blogs, conferences).
• Perception: How they view you and competitors in your category.

Tools: Use platforms like Wynter for quick, specific feedback from target audiences.

Outcome: Attract and Retain More ICPs

With this process, you’ll have:

• Clear messaging tailored to their pain points and desired gains.
• A strategic outreach plan based on triggers and buying signals.
• Channels optimized for reaching your ICP where they are.
• Differentiators to position your solution effectively.

Execution Timeframe: You can complete this entire process in hours or a couple of days, depending on the team’s availability and data readiness.