Define your client's ICP

The ICP (Ideal Customer Profile) is the precise definition of who your client wants to meet. It's the most important input in the whole business — it becomes your Scrupp search, and a sharp ICP is the difference between booked meetings and ignored emails.

The two ICPs

• Your client's ICP — the prospects you'll reach out to on their behalf. This drives your campaigns.
• Your own ICP — the clients you sell your service to (previous lesson). Same skill, applied to find clients.

This lesson is about defining your client's ICP precisely.

What a complete ICP includes

• Industry / vertical — the sectors their best customers come from.
• Company size — headcount or revenue band.
• Geography — countries/regions to target.
• Roles & seniority — the exact titles of the decision-maker and influencers.
• Signals — hiring, funding, tech used, growth — that mark a warmer prospect.

How to nail it

1. Ask the client who their best current customers are — by name. Look for the pattern (industry, size, role that bought).
2. Look at their closed-won deals — real buyers beat aspirational ones.
3. Translate it into Sales Navigator filters — every ICP attribute should map to a filter.
4. Keep it tight enough to personalize. If you can't write a relevant message to the whole list, narrow it.

Turn the ICP into a search

A good ICP reads almost like a Scrupp/Sales Navigator query: "VP Sales & Head of Sales at US-based B2B SaaS companies, 11–200 employees, hiring SDRs." That's exactly what you'll build in Module 4.

A vague ICP ("B2B companies that need leads") wastes your sends and burns your domains. A sharp ICP ("Heads of Sales at 11–200-person US SaaS hiring SDRs") books meetings. Spend the time here.

You've got niche, offer and ICP. Next module: build the credibility and sending infrastructure to reach them at volume.