3 Things You Need to Know About ICPs

Let's not kid ourselves: Prospecting is tough. It is hard. It's why I wrote the books, A Mind for Sales and High-Profit Prospecting.

In order to prospect right, you have to have a mind for sales.

Today, I'm going to be walking you through 3 ways to make prospecting truly work for you. All 3 ways involve a heavy focus on your Ideal Customer Profile, or ICP.

Still don't know who your ICP is? Check out my YouTube channel for videos to help you figure it out.

1. Identify Your ICP

You will never be able to do effective prospecting if you are just "spraying and praying." Stay tight and specific with your ICP.

2. Listen and Adapt

Stay zeroed in on your ICP so you know what is going on in their field and you can modify any questions or ideas during your sales process.

It supports the whole sales process when you are zeroed in on your ICP.

3. Tailor Your Process to the ICP

You cannot manage more than three ICPs – in some special cases, four – because you need a separate cadence for each one.

For all 10 of my in-depth tips on how to make prospecting work for you, check out my latest blog post here.

Be sure to subscribe to my blog and YouTube channel; I put out a new sales tip every Wednesday! Great selling.