FINDING YOUR IDEAL CUSTOMER PROFILE IN B2B: INTERVIEW QUESTIONS & GUIDE

Summary from the TLDR Marketing newsletter

To identify an Ideal Customer Profile (ICP), focus on understanding the buyer's motivations rather than relying solely on firmographic data like ARR or employee count. The best insights come from interviewing long-term, high-spending customers to identify shared patterns and deeper customer needs. Ask questions about how they learn, industry challenges, roles, goals, and obstacles to uncover what drives their decisions. This approach clarifies how your product solves specific problems and aligns with their priorities. Ultimately, sharper ICP research improves product positioning, marketing, and sales outcomes by targeting the right audience effectively.