Are you tired of chasing leads that just don’t convert—or worse, closing deals that churn within months?
That’s where your Ideal Customer Profile (ICP) comes in.
An ICP helps you define exactly who your best customers are—so your sales and marketing teams can focus their time, money, and energy on prospects that actually move the needle.
To make this easier, we built the Ideal Customer Profile Kit—a free, no-B.S. toolkit packed with ready-to-use templates, a research checklist, and customer survey questions designed to help you pinpoint your perfect customers fast.
👉 Download the Ideal Customer Profile Kit
Your Ideal Customer Profile is a detailed description of the company (not the individual) that’s most likely to benefit from your product or service and generate long-term value for your business.
It goes beyond basic demographics like industry or company size.
A strong ICP covers:
When done right, your ICP becomes a north star for targeting, messaging, and sales enablement. It aligns your entire go-to-market team on who to serve and who to skip.
Let’s be honest: building an Ideal Customer Profile can feel like guesswork.
Too often, teams sit in a room making assumptions instead of using real data and customer input.
The Ideal Customer Profile Kit from Close cuts through the fluff.
It gives you:
✅ A checklist for prepping your research—so you know exactly what data to collect.
✅ Sample customer survey questions tailored to your industry and sales approach.
✅ Downloadable ICP templates that make it easy to document and share your findings across your team.
No blank pages, no wasted time. Just practical, data-driven templates that turn insights into action.
Follow these steps to make the most of your new kit:
Start with the included checklist.
Gather customer data from your CRM, analytics tools, and win/loss reports. Identify your top 20% of customers—the ones bringing in the most revenue or showing the highest retention.
Use the survey questions in the kit to interview 5–10 of your best customers. Ask about their decision-making process, pain points, what alternatives they considered, and what made them choose you.
Use what you’ve learned to populate the downloadable template.
Define clear parameters: industry, company size, tech stack, location, and buyer roles.
Pro tip: Don’t create multiple ICPs at first. Start with one “core” ICP that represents your best customer type. You can refine or add more later.
Share your completed ICP template with your sales, marketing, and customer success teams.
Make sure everyone knows exactly what a “good fit” customer looks like—and what a bad fit looks like too.
Use your ICP to:
Revisit your ICP quarterly. The market evolves—and so should your understanding of your ideal customer.
Here’s what you’ll find inside the Ideal Customer Profile Kit:
Everything in this kit is built for practicality—so your team can start applying it the same day.
Let’s say your SaaS startup has been targeting “small businesses.” That’s too broad.
After using the ICP Kit, you discover your best customers share specific traits:
That’s gold. Now your marketing team can tailor campaigns around this segment, and your sales team can focus only on high-fit leads.
Result? Higher close rates, fewer demos that go nowhere, and faster revenue growth.
Even experienced teams make missteps when defining their ideal customers. Avoid these pitfalls:
The ICP Kit helps you sidestep all of this by giving you the structure and prompts to get it right the first time.
Once you’ve nailed your ICP, make it the foundation of everything you do:
With a clear ICP in hand, every part of your go-to-market engine becomes more efficient—and every dollar you spend works harder.
Your best customers aren’t random—they’re predictable once you know what to look for.
The Ideal Customer Profile Kit gives you the structure, tools, and questions to find and attract more of them.
Stop guessing who your product is for. Start growing with intention.
👉 Download your free ICP Kit now
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