What an ICP is
An ideal customer profile describes the businesses that get the most value from you and are most likely to buy. It isn't a persona with a made-up name; it's a set of criteria you can filter on.
Criteria for local businesses
- Niche: which categories? (e.g. roofers, plumbers)
- Location: where can you serve or sell?
- Size: review count, number of locations, staff
- Maturity: years in business, website present
- Signals: the problem you solve, visible in data (few reviews, no booking, no website, active ads)
- Decision-maker: owner-operated vs managed
Look at your best clients
List your five best clients and note what they share: niche, size, where they were when you started. That pattern is your ICP. If you're new, choose the niche where you have the most knowledge or results.
Turn it into filters
| ICP criterion | GetClient filter |
|---|---|
| Niche | keywords and category |
| Location | locations searched, city/state columns |
| Size | review count, followers, subscribers |
| Signal | rating, no website, has ads, launch date |
| Decision-maker reachable | has owner name, has email |
Fill-in template
We help [niche] in [locations] with [size range] who [visible problem] to [result]. The decision-maker is normally [role].
Example: "We help independent roofing companies in Florida with 20–150 reviews who aren't in the top 3 on Maps earn more storm-season calls. The decision-maker is normally the owner."
Review it every quarter
Your ICP sharpens as you win and lose deals. Update the filters you use and your lists improve with it.
From list to first reply
A list only pays off once you contact it. GetClient lets you go from search results to a campaign with merge tags, branching follow-ups and an unsubscribe link, all in the same tool.