Who Are My Ideal Clients
Hosted by Josh Hines • February 12, 2025 • 10 Minute Watch
Establishing Your Brand's ICP
When launching your brand, it's important to think about the actual types of people you want to attract and purchase what you have to offer, this is what we call your ideal customer profile. Going through this will ripple everything going forward.
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Developing Your Beachfront Position
When launching, what we think is best is to target as many people with our marketing and ads and hope that just a few of them say yes. With the amount of noise in the world these days, people are seeing numerous ads, getting email messages flooding their inboxes, LinkedIn DMs, and social media posts for days, your ability to narrow down on a specific type of person will make everything else so much easier.
A metaphor I like to use is WW2 (yeah, probably not the best reference, but it makes sense). Germany went wrong by trying to fight on too many fronts, which spread their resources thin. Where the US capitalized on this was the battle of Normandy, and instead of attacking all on fronts, they went all in on one beachfront, established a foothold, and then expanded.
When launching your brand, to ensure you are spending your investment properly, it's better to think of what market shares a specific problem that you can solve, so when you create your go-to-market strategy, your emails, ads, offers, sales presentations, and onboarding are all as specific as possible.
Once you've established your beachfront and are making revenue, then you can expand your ideal customer profile and expand your brand's offerings.
Building Your TAM With HubSpot
What's great about having the HubSpot Started Platform is that you get access to Buyer Intent, which has a TAM calculation built right into it so that you can think through the ideal customer profile you want to attract and get an estimate of how many brands this would be.
Once you have this number, you'll be able to multiply it by your average conversion rate from lead -> customer and multiply it by your average sale price to get an idea of your potential revenue.
You can also download this Market Size Calculator and be able to build this out with the data you've collected during your research.
If you want to run some TAM situations, you can also use ClearBit's Total Addressable Market Calculator that uses its extensive database of known brands to help you understand your potential B2B market.
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