Start by identifying the attributes that make up your Ideal Customer Profile.
These should include:
Industry: Specify sectors like SaaS, finance, healthcare, etc., based on your offerings and market research.
Company Size: Decide if you’re targeting small businesses, mid-market companies, or enterprises.
Job Roles: Identify decision-makers (e.g., CEOs, marketing managers, HR directors).
Geography: Narrow down by regions or countries where your services are most relevant.
Revenue Range: Include annual turnover to ensure financial viability of prospects.
Using this clear framework helps in filtering out irrelevant prospects from databases.
Decision-Makers
These are individuals with authority to approve purchases or make high-level decisions:
C-Suite Executives:
CEO (Chief Executive Officer)
CFO (Chief Financial Officer)
COO (Chief Operating Officer)
CTO/CIO (Chief Technology/Information Officer)
Presidents and Vice Presidents:
VP of Sales
VP of Marketing
VP of Operations
VP of Product
Influencers and Gatekeepers
These roles influence decision-making processes and can facilitate connections with decision-makers:
Department Heads/Directors:
Director of Sales
Director of Human Resources
Director of Customer Success
Director of IT
Managers:
Sales Manager
Marketing Manager
IT Manager
Procurement Manager
End Users
If your product is operational or enhances productivity, targeting end users ensures adoption within organizations:
Specialists:
Marketing Specialist
Data Analyst
IT Systems Administrator
Team Leads:
Sales Team Lead
Content Manager
Customer Support Lead
Industry-Specific Roles
Tailor outreach based on the industry for a better match:
Technology:
Product Managers
Developers/Engineers
Healthcare:
Practice Administrators
Medical Directors
Retail/Consumer Goods:
Category Managers
Merchandising Heads
Roles by Company Size
SMBs:
Owners or Co-founders often act as multi-functional decision-makers.
Mid-Market/Enterprise:
Senior managers and directors typically handle decision-making for their departments.
Prioritize Roles Based on Your Offering:
If your product solves operational inefficiencies, focus on COOs or Operations Managers.
For revenue-generating tools, target VPs or Directors of Sales/Marketing.
Leverage LinkedIn Insights:
Analyze job postings in target companies to understand role dynamics.
Experiment and Iterate:
Start broad, then refine based on response rates.
Effective targeting ensures your outreach resonates with the right individuals, improving your chances of engagement and conversion.
