If we earned a dollar for every time a seller chased a prospect who didn’t fit their Ideal Customer Profile (ICP), we might rival Elon Musk in no time! But what if you could avoid these wild goose chases and master your ICP faster than ever?

Here’s how you can quickly (and accurately) identify your ICP in four actionable steps:

1. Their Problems Align with Your Best Customers’

   Recent data shows that 67% of successful sales stem from addressing recurring issues faced by top-performing customers. This means you don’t need rocket science to identify your ICP. When engaging with prospects, consider whether their needs reflect the challenges you’ve successfully tackled in the past—especially for your best clients.

2. You Understand the Decision-Making Process

   Did you know that 60% of deals stall because sellers don’t fully grasp a prospect’s decision-making framework? Knowing the steps and stakeholders involved is critical. Leverage your past experiences to evaluate whether the process aligns with your resources and effort. A mismatched decision path could mean wasted time.

3. You’re Familiar with Their Job Description

   It’s not just about their pain points. A report by HubSpot reveals that sellers who thoroughly understand a prospect’s daily tasks are 82% more likely to close deals. The more you know about their responsibilities, the better you can connect with their needs and demonstrate how your solution fits seamlessly into their workflow.

4. Their Problem is Urgent

   Timing is everything. A Gartner study highlights that 77% of potential buyers deprioritize problems unless they’re deemed urgent by decision-makers. To save time and effort, quickly assess whether your prospect’s leadership considers the issue a priority. Knowing their timeline ensures your pitch lands at the right moment.

Master these four steps, and you’ll eliminate guesswork from your sales process while focusing on prospects who truly fit your ICP.