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CHAPTER 7 · BOTH EDITIONS
Who you serve
Describe a situation you can help with. A useful profile tells you where to listen and when your offer is a poor fit; it is not a license to stereotype people.
Put it to work
- List a real need, the event that makes it urgent, and the language people use to describe it.
- Name disqualifiers: needs you cannot serve, unsupported expectations, or timing you cannot meet.
- Use public research to form questions. Check original sources and dates before repeating a fact.
TRADE EDITION
Ideal customer profile
Build separate profiles for customer types with different approval processes or service needs.
Starter files are ready to adapt. CSV files open in spreadsheet apps. Printable pages can be filled locally and printed; they do not save or submit entries.
DIRECT SALES EDITION
Ideal customer profile
Print the profile and use it as a listening guide. Separate customer fit from opportunity interest.
Starter files are ready to adapt. CSV files open in spreadsheet apps. Printable pages can be filled locally and printed; they do not save or submit entries.