Who is the ideal client?

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Prospecting is about finding the ideal customers for your business. But how do you identify who they are? What characteristics should they have?

To do this, it is necessary to identify the Ideal Customer Profile . The ICP is the compass for the customer prospecting process, as it describes the ideal customer profile that salespeople should look for among prospects.

The ideal client is one who:

It costs less to acquire;
Stay longer in your company ;
It has a high LifeTime Value ;
It is less prone to churn ;
Defend your brand .
Every business would like to have this customer, right? But in addition to these characteristics, it is also necessary to align with the specificities of your business, such as size, maturity, segment or location of the company.

Therefore, with the ICP defined, prospecting does not waste time or money on prospects who do not need your company's solutions or who may even become clients, but who bring with them many problems.

Rather than closing a sale, prospecting should target customers who bring benefits to the business .


Leads vs. Prospects
In the context of prospecting for clients in uganda phone number list Inbound Sales , it is also useful to clarify who the leads are and who the prospects are, since these concepts are often confused.

Leads are people who have shown some interest in your business ( top of the sales funnel ). Maybe they've signed up to download an ebook, watch a webinar, or even receive a quote.

But not everyone is ready to buy or has the company's customer profile!

Therefore, they must go through lead qualification, which filters out those that are actually potential customers, so that the sales team only invests effort in those that are worthwhile. Leads that pass through this filter are considered prospects.

Prospects are sales-qualified leads (middle of the sales funnel). They are aligned with the ICP, can extract value from the company's solutions, and have the decision-making power to close the purchase .

It is with them, then, that salespeople will talk about prospecting.