So, you’ve identified three potential lCPs (ideal client profiles).

You’ve even thought high-level about a potential service to sell them.

But before we get too far, let’s take a beat and think about the pain they’re feeling.

Sounds a bit masochistic, but unless they’re in acute pain, they won’t bother with the hassle of bringing on a consultant.

And unless your differentiated solution exactly matches their acute pain, they won’t hire you.

So, for each ICP, think of a few words or phrases that describe their pain.

These could be hypotheses or exact quotes if you have them — whichever you use, you’ll continue to validate them later.

From my ICP exploration, I had a few themes/quotes from one-off conversations, and the rest were hypotheses.

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So, place yourself in their shoes and put some words to their pain.

Then, we can think deeper about how you’d relieve that pain with a differentiated service.

[Note: my potential ICPs were individuals -- if your ICPs are teams/companies, think about what pain your buyer is experiencing, as well as the entity.]

💡

-Wes

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