ICP and Lead Generation
What is an ICP?
ICP (Ideal Customer Profile) = A detailed description of the exact type of company or person most likely to buy, stay, and refer.
Not everyone is your customer. The ICP helps you spend energy on the right people.
ICP Framework
| Attribute | Example (B2B SaaS) | Example (B2C Course) |
|---|---|---|
| Industry | Fintech, Healthcare | Freelancers, Founders |
| Company Size | 10–100 employees | Solopreneurs |
| Revenue Stage | Seed to Series A | $0–$5k/month |
| Pain Point | Manual reporting | No consistent income |
| Budget | $500–$5k/month | $200–$2k one-time |
| Decision Maker | CTO, Head of Ops | The individual |
| Where they live | LinkedIn, Slack communities | Twitter/X, YouTube |
Lead Generation Methods
Outbound:
- Cold email / LinkedIn DM
- Cold calling
- Event prospecting
Inbound:
- Content (SEO, social)
- Referrals
- Partnerships
Warm:
- Former clients
- Mutual connections
- Engaged followers
Lead Qualification: The BANT Framework
| Letter | Stands For | Question to Ask |
|---|---|---|
| B | Budget | Do they have money to spend? |
| A | Authority | Are they the decision-maker? |
| N | Need | Is there a real problem to solve? |
| T | Timeline | When do they need a solution? |
If a lead fails 2+ BANT criteria → deprioritize, don’t abandon.
Building a Lead List
- Define your ICP (use the table above)
- Pick one channel (LinkedIn, local network, communities)
- Find 30 prospects that match your ICP exactly
- Research each one — know something real before you reach out
- Track in a simple CRM or spreadsheet:
| Name | Company | Channel | Status | Last Contact | Notes |
|---|---|---|---|---|---|
Lead Statuses
New → Contacted → Responded → Qualified → In Pipeline → Closed / Lost
Never let a lead sit at “Contacted” for more than 5 days without follow-up.