<ul><li>The critical piece to figure out first in any ICP research is who the person behind the buying decision is.</li><li>The following interview guide is particularly useful to find and understand the buyer.</li><li>To get started, we need to interview our ICPs, no ChatGPT or market report will do this for you.</li><li>If you don’t have a more specific idea, we suggest picking existing customers who have been with you longer than 12 months and spend more than your average customer.</li><li>Start with Learning Patterns to explore how customers stay informed about their industry.</li><li>Dig into Industry Context to learn more about their industry.</li><li>Understanding roles, responsibilities, and internal dynamics is crucial.</li><li>Don’t just ask about the goals, but really dig into why the goals matter.</li><li>Your goal with these questions is to create a clear picture of the stakeholders, timing, and triggers that lead to purchases.</li><li>From these interviews alone, you should already learn quite a lot, but most of all, it allows you two core questions about your ICP profiles.</li></ul>

Finding your Ideal Customer Profile in B2B: Interview Questions & Guide

Discover more