So now you know how to spot an inbound’s urgency trigger during an intro call.

With that information, you can craft your sales narrative around that identified urgency.

But what if you could identify the urgency trigger earlier?

In fact, what if you could filter all your leads down to only those experiencing the same trigger?

In doing so, you’d become better and better at positioning yourself and your expertise as the obvious solution to that trigger.

Turns out this reverse engineering is rather simple:

Just build it into your ideal client profile (ICP).

Some example ICPs, with the urgency trigger in bold

• Early-stage startups racing to catch up to a dominant first-mover
• Mid-sized B2B marketing agencies late to the AI game
• SaaS companies with little SEO presence with a recent CMO hire
• US companies preparing for imminent carbon disclosure requirements

Each of these urgency triggers represents a timely opportunity to help.

And the more you help clients out of the same urgent problem…

The better you get at what you do.

And the more referrals you receive.

And the loop continues.

​

💡

-Wes