How do I define an ideal customer profile for outbound?
Start from the customers you already win with. Describe two or three types of company by sector, size and place, then the one or two people in each who decide, and the problem each of them owns that you remove. Score new companies against that description before writing to anyone.
What to write down
- The type of company: sector, size, location, and anything that must be true (for example, has a sales team).
- The buyers: job titles, and what each one is measured on.
- The problem and the proof: why they buy from you, in their words.
Keep it alive
Check it against replies every month. Types that never answer go; types that keep replying get their own messages.
How Striker does it
Striker drafts your company profile and ideal customers from your website, scores every company for fit with the reasons shown, sorts accounts into tiers, and shows how many such companies exist in the UK.