1d • General discussion 📣
How to pick an ICP - Simple Framework
Most startups don’t have a lead problem - they have an ICP problem.
And the fastest way to fix slow sales is to target people who actually buy.
Here’s a simple framework to pick an ICP that converts, not just one that “sounds right” in a pitch deck:
1. Start with behavior, not demographics
Titles, industries, and company size don’t determine who buys.
Look for:
- Teams already spending money on similar solutions
- Pain intensity (not theoretical pain)
- Clear urgency or deadlines
People who feel the pain today buy faster than people who “should” need you.
2. Identify your “high-signal moments”
There are specific triggers that make your offer immediately relevant.
Examples:
- A new product launch
- A compliance requirement
- A hiring freeze
- A change in leadership
When you target leads right after the trigger, conversion doubles.
3. Study your fastest wins not your biggest accounts
Your best ICP is hidden inside your easiest closed deals.
Ask yourself:
- Who replied quickly?
- Who closed fast?
- Who has renewed or expanded?
Patterns here are gold.
4. Prioritize wallet, not logos
A “dream logo” that never buys is a distraction. Choose segments with:
- Budget ownership
- Clear buying authority
- A proven history of paying for similar tools Vanity ICPs kill pipeline.
5. Narrow until it feels uncomfortable
If your ICP fits everyone, it sells to no one.
A real ICP should exclude 80–90% of the market and make the remaining 10% ridiculously easy to win.
An ICP isn’t about who could buy. It’s about who has the highest probability of buying from you right now. Get that right, and every part of your go-to-market becomes easier.
What part of ICP do you find most challenging?
Choosing the niche
Validating it
Saying no to the rest
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How to pick an ICP - Simple Framework
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