Stop Guessing Who You're Talking To

If you can't describe your ideal client in painful, specific detail, your content will never convert. Your ICP is the person who has the exact problem you solve, knows they have it, has the budget and authority to fix it, and is actively looking for solutions.

The 5 Questions That Define Your ICP:

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Question 1: What specific outcome are they desperately trying to achieve right now?

Not "grow their business"—that's vague.

Examples:

• "Book 15+ qualified demos per month without a sales team"
• "Reduce churn from 8% to under 3% in 90 days" </aside>

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Question 2: What's the ONE obstacle preventing them from achieving it?

This is the single roadblock that makes everything else impossible.

Examples:

• "They don't have a repeatable system—everything depends on the founder's time"
• "Their messaging is too broad, so they attract tire-kickers instead of buyers" </aside>

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Question 3: What have they already tried that didn't work?

This is how you differentiate.

Examples:

• "Hired a LinkedIn ghostwriter who posted generic content that got likes but zero DMs"
• "Tried cold email but got 0.5% reply rates and spam complaints" </aside>

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Question 4: What's the transformation after working with you?

Be specific. Use numbers.

Examples:

• "Go from posting randomly to having 20 qualified calls booked in their calendar within 60 days"
• "Replace their entire outbound team with an inbound system that runs on 60 minutes per day" </aside>

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Question 5: What's their exact title, company size, and industry?

The more specific, the better.

Bad: "Founders and CEOs"

Good: "Founders of B2B SaaS companies with $500K–$3M ARR, 5–20 employees, selling to mid-market"

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🔮 The Gemini Prompt to Lock In Your Positioning

Once you've answered these 5 questions, use this prompt with Gemini:

I'm building a LinkedIn outbound system for [target audience].

Here's what I know about my ICP:
- Their desired outcome: [Answer from Q1]
- Their main obstacle: [Answer from Q2]
- What they've tried before: [Answer from Q3]
- The transformation I provide: [Answer from Q4]
- Their profile: [Answer from Q5]

Based on this, help me:
1. Write a one-sentence positioning statement that immediately resonates with this ICP
2. Identify 10 specific pain points this person googles at 2 AM
3. Create 5 "aha moment" statements that make them think "this person gets me"
4. Suggest 3 contrarian beliefs I should own that differentiate me from competitors

💡 Pro tip: Save Gemini's output. You'll use these pain points and "aha moments" as hooks for your content.