Key takeaways
- Base it on real customers.
- Write an avoid list. It saves more time than the target list.
How do you write an ideal customer profile?
- Pick your five best customers. Profitable, quick to close and still happy.
- Find what they share. Industry, size, location and business model.
- Name the trigger. What happened just before they bought.
- Name the buyer. The title of the person who signed.
- Write the avoid list. Groups that leave, stall or cost too much to serve.
| Field | Example |
|---|---|
| Industry | Residential HVAC and plumbing contractors |
| Size | 11 to 50 employees |
| Location | Florida, Georgia and Alabama |
| Trigger | Adding trucks or a second location |
| Buyer | Owner or general manager |
| Avoid | New-construction-only firms |
How do you know it is good enough?
A new hire could build a list from it without asking you anything. In Buzzlist, this profile is your Hiveprint, saved in Hive on paid plans. Buzz drafts it from your website, you correct it, and it shapes search, Sales Briefs and the emails Buzz writes.
