Scaling in Public Tip: Ideal Client Profile
Stone Payton : Welcome back to Business RadioX Pro Tips. Lee Kantor, Stone Payton here with you. Lee, we have learned a ton already in this Scaling in Public series that we’re doing.
Stone Payton : For those of you who don’t know, Lee and I made the decision to invite some of the nation’s top coaches to give us some counsel on this effort of ours to continue to expand the network, grow the business, scale this, and bring this opportunity to entrepreneurs to serve their local communities in many more places around the country and perhaps one day internationally.
Stone Payton : And I feel like, I mean, right out of the box, man, when we had, I think it was Todd Howard in that ideal client profile session, we learned some stuff that’s really already serving us, didn’t we?
Lee Kantor: Absolutely. I’ve been enjoying this so much, and I look forward to every single one of these coaching sessions. But from Todd, he is the kind of guru when it comes to ideal customer profile, ideal client fit.
Lee Kantor: He explained to us that the ideal customer profile isn’t just someone who will buy. They also have to be someone who can use the service or product easily and see results quickly. And that was a big mindset shift for me. That was important because – and it’s helped us kind of revamp our offering.
Lee Kantor: But he said the right customer should be able to implement without struggle and get a win fast. That really resonated with me. A lot of companies define their ICP purely around the budget or company size or industry. But if the product is hard for that customer to adopt or the payoff takes too long, they’re going to churn. And even if they were excited to buy, great ICPs don’t just purchase, they onboard smoothly. They get value quickly. And that early win turns them into a long-term customer and advocates.
Lee Kantor: So, here’s a simple test for your ICP. Can they implement this without a lot of friction? Will they experience a meaningful win in the first few weeks? If the answer isn’t yes, you might be targeting the wrong customer.
