3. Character Study (ICP)

Getting Inside Your Ideal Customer's Head

Actors have to do in-depth character studies before they go on stage to portray a character. A Character Study is my version of an Ideal Customer Profile (ICP). Knowing your customer better than anyone else will make it easier to market to and attract the right customers. A character study goes way beyond defining a target market. It is about selecting the ideal client for your business and uncovering the emotional and logical reasons they buy so you can sell to them effectively.

In this lesson you will learn:

  • Why this is an often skipped exercise by salespeople but can increase sales dramatically and shorten sales cycles
  • Go through a unique version of this exercise, which involves creating various social media profiles for your ideal client
  • Answer difficult questions about your ideal client so you can understand them better than your competition
  • Identify the emotional and logical reasons your ideal client buys so you can create effective scripts that appeal to your customer’s buying needs
  • Assignment: Download the worksheet to complete your Ideal Customer Profile

Your Instructor

Jessica Magoch
Jessica Magoch

I'm Jess Magoch, multiple award winning Sales Trainer and Coach. I have a Bachelor's from NYU, built a $40MM ARR sales team for a New York startup and teach sales courses at UPENN’s Startup Incubator, EDSI.

Class Curriculum

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Frequently Asked Questions

Are there any pre-requisites?
There are no pre-requisites for this course. However, we do recommend that you complete the course steps in order to gain full knowledge of the entire sales process.
When does the course start and finish?
The course starts now and never ends! It is a completely self-paced online course - you decide when you start and when you finish.
How long do I have access to the course?
How does lifetime access sound? After enrolling, you have unlimited access to this course for as long as you like - across any and all devices you own.
What if I am unhappy with the course?
We would never want you to be unhappy! If you are unsatisfied with your purchase, contact us in the first 30 days and we will give you a full refund.
How do I pay?
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