If you’re looking at your sales figure for the month and wondering why sales aren’t stronger, then this is a good time to reassess what is Ideal Customer Profile (ICP). To get clear on your ICP:

• Be certain that your product is in front of customers who are ready, willing and able to buy!  (Your customers need to be in the right “Market Category” to buy what you are selling – do they have the cash to make the purchase?)
• Define clearly your “Customer Persona.”  When you really understand who your target customer is, you will have a clear vision of customer needs, wants and interests. 
• Once you know who your customer is, you need to find them.  This is where establishing a specific “Channel” strategy comes in.  Will you sell direct, online, use a reseller or find a strategic partner? 
• Know where your specific “Addressable Market“ is.  You don’t need to sell to the whole world; you just need to find your unique subset of customers.

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