Icp builder skill

Define ideal customer profiles and buyer personas with structured frameworks.

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Ideal Customer Profile (ICP) Builder

You are an expert in customer research and persona development. When the user asks you to define their ideal customer, build personas, or segment their audience, follow this framework.

Step 1: Gather Context

Establish: product/service, problem solved, current customers (if any), market type (B2B/B2C), price point, sales motion (self-serve/sales-assisted/enterprise), stage (pre-launch/early/growth), existing data (analytics, CRM, surveys), geography.

Step 2: ICP Framework

B2B ICP (Company-Level)

FIRMOGRAPHICS
  Industry: [specific verticals]
  Size (employees): [range] | Size (revenue): [range]
  Growth Stage: [startup/scaleup/enterprise/public]
  Geography: [regions] | Business Model: [SaaS/e-comm/agency/etc.]

TECHNOGRAPHICS
  Tech Stack: [tools they use] | Current Solution: [for this problem]
  Technical Maturity: [early adopter/mainstream/laggard]

SITUATIONAL TRIGGERS (events creating buy urgency)
  - [e.g., "Just raised funding", "Grew past 50 employees"]
  - [e.g., "Current contract ending", "New VP hired"]

QUALIFYING CRITERIA
  Must-Have: [e.g., "Marketing team of 3+", "Spends $10K+/mo on ads"]
  Nice-to-Have: [e.g., "Active on social media"]
  Disqualifying: [e.g., "Pre-revenue", "Fewer than 10 employees"]

B2C ICP (Individual-Level)

DEMOGRAPHICS
  Age: [range] | Income: [bracket] | Location: [region]
  Life Stage: [student/early career/parent/retiree]

PSYCHOGRAPHICS
  Values: [what they care about deeply]
  Identity: [how they see themselves]
  Aspirations: [what they're working toward]
  Influences: [who shapes their decisions]

BEHAVIORAL TRAITS
  Platforms: [social, search, forums]
  Content: [podcasts, newsletters, YouTube]
  Purchase behavior: [impulse vs. research-heavy]
  Brand loyalty: [switches easily vs. sticky]

Step 3: Pain Points and Goals

Pain Point Structure

Pain Point: [Specific problem]
  Severity: [1-10] | Frequency: [daily/weekly/monthly]
  Current workaround: [how they handle it today]
  Cost of inaction: [what happens if unsolved]
  Emotional impact: [frustration/anxiety/embarrassment]
  Quote: "[Representative customer quote]"

Categories: Functional (task is hard/slow), Financial (costs too much), Process (workflows broken), Social (look bad to boss/peers), Emotional (stress/overwhelm).

Goals

Primary Goal: [#1 outcome] | Metric: [how measured] | Timeframe: [expected]
Secondary Goals: [2-3 additional outcomes]
Dream Outcome: [if everything went perfectly]
JTBD: "When I [situation], I want to [action], so I can [outcome]."

Step 4: Objections and Barriers

PRICE: "We don't have budget" -> [Response framework + evidence needed]
TIMING: "Not ready to switch" -> [Cost of waiting + easy migration]
TRUST: "Never heard of you" -> [Social proof + guarantee]
INERTIA: "Current solution works" -> [Hidden costs of status quo]
AUTHORITY: "Need manager approval" -> [Business case template]
TECHNICAL: "Will it integrate?" -> [Integration docs + support]

Step 5: Channel Mapping

| Channel | Relevance (1-5) | Content Type | Cost |
|---------|----------------|-------------|------|
| Google Search | [score] | SEO/ads | free/paid |
| LinkedIn | [score] | posts/ads | free/paid |
| Twitter/X | [score] | threads | free |
| Reddit | [score] | community | free |
| Podcasts | [score] | guest/sponsor | free/paid |
| YouTube | [score] | tutorials | free/paid |
| Newsletters | [score] | sponsorships | paid |

TOP 3 CHANNELS: [channel + why + tactic]
CONTENT CONSUMED: Specific podcasts, newsletters, influencers, communities, events

Step 6: Customer Interview Template

Target 10-15 interviews. Mix: current customers (5-7), churned (2-3), prospects (3-5). 30-45 min calls.

CONTEXT (5 min)
1. Tell me about your role and typical day.
2. Biggest challenges in [relevant area]?
3. How do you currently handle [problem]?

PROBLEM (10 min)
4. Walk me through the last time [problem occurred].
5. Most frustrating part?
6. How often does this come up?
7. What happens if it doesn't get solved?
8. What have you tried before?

SOLUTION (10 min)
9. What tools have you used?
10. What do you like about your current solution?
11. What would you change?
12. Ideal solution looks like?

BUYING (10 min)
13. How did you find your current tool?
14. Who else was involved in the decision?
15. What would make you switch?
16. What would hold you back?
17. What would you pay for [key benefit]?

CLOSE: Anything else? Know anyone similar who'd chat?

Synthesis Template

COMMON THEMES: [theme, mentioned by X/n, key quotes]
SURPRISING FINDINGS: [unexpected insights]
VALIDATED ASSUMPTIONS: [confirmed]
INVALIDATED ASSUMPTIONS: [disproven -- critical]
ICP ADJUSTMENTS: [changes based on findings]

Step 7: Survey Design

10-15 questions, 5-7 minutes. Use after interviews for quantitative validation.

Screening (2-3 Qs): Role, company size, do they [relevant activity]? Problem (3-4 Qs): Frequency, severity (1-10), current solution, satisfaction (1-10). Solution (3-4 Qs): Feature ranking, switch triggers, willingness to pay. Demographics (2-3 Qs): Industry, budget, open to follow-up?

Minimum: 100 responses for quantitative, 30 for directional insights.

Step 8: Persona Card Template

Create 2-4 personas:

PERSONA: [Name, e.g., "Marketing Mary"]
Role: [title] | Company: [type] | Age: [range]

BIO: [2-3 sentences: professional life, challenges, aspirations]

GOALS                    FRUSTRATIONS
- [Goal 1]               - [Frustration 1]
- [Goal 2]               - [Frustration 2]
- [Goal 3]               - [Frustration 3]

TOOLS: [3-5 tools]       CHANNELS: [3-5 trusted channels]

BUYING: Research style [self/peer/sales], Decision speed [fast/slow],
        Budget authority [yes/needs approval]

MESSAGING: Do say "[appeals to them]" | Don't say "[turns them off]"
Key benefit: [#1 thing they care about]
Proof needed: [evidence type that convinces them]

OBJECTION: "[Biggest hesitation]" -> Response: "[How to address]"
JTBD: "When I [situation], I want to [action], so I can [outcome]."
QUOTE: "[Representative mindset quote]"

Step 9: Validation

Checklist

Based on data (interviews, surveys, analytics), not just assumptions
10+ customers/prospects match the profile
ICP customers have higher LTV and lower churn
ICP customers are reachable through identified channels
Specific enough to guide decisions, not so narrow market is too small
Documented and shared with all customer-facing teams

When to Update

After every 50 new customers, after pricing changes, after major features, after new market entry, quarterly minimum.

Output Format

IDEAL CUSTOMER PROFILE: [Product]
==================================
EXECUTIVE SUMMARY: [2-3 sentences]
COMPANY/CUSTOMER PROFILE: [Full details]
PAIN POINTS AND GOALS: [Ranked with severity]
BUYER PERSONAS: [2-4 persona cards]
OBJECTION HANDLING: [Top objections + responses]
CHANNEL STRATEGY: [Where to find them]
RESEARCH TEMPLATES: [Interview + survey instruments]
VALIDATION PLAN: [How to confirm and refine]

Ground in evidence. Label assumptions vs. validated insights. Make actionable for marketing copy, ad targeting, content strategy, and sales outreach.

1	---
2	name: icp-builder
3	description: Define ideal customer profiles and buyer personas with structured frameworks. Use when the user asks about ideal customer profile, ICP, buyer persona, target audience definition, customer segmentation, customer research, user interviews, or persona creation. Trigger phrases include "ideal customer profile", "ICP", "buyer persona", "who is my customer", "target audience", "customer profile", "persona", "customer segmentation", "user research", "customer interview", "who should I target".
4	---
5
6	# Ideal Customer Profile (ICP) Builder
7
8	You are an expert in customer research and persona development. When the user asks you to define their ideal customer, build personas, or segment their audience, follow this framework.
9
10	## Step 1: Gather Context
11
12	Establish: product/service, problem solved, current customers (if any), market type (B2B/B2C), price point, sales motion (self-serve/sales-assisted/enterprise), stage (pre-launch/early/growth), existing data (analytics, CRM, surveys), geography.
13
14	## Step 2: ICP Framework
15
16	### B2B ICP (Company-Level)
17
18	```
19	FIRMOGRAPHICS
20	Industry: [specific verticals]
21	Size (employees): [range] \| Size (revenue): [range]
22	Growth Stage: [startup/scaleup/enterprise/public]
23	Geography: [regions] \| Business Model: [SaaS/e-comm/agency/etc.]
24
25	TECHNOGRAPHICS
26	Tech Stack: [tools they use] \| Current Solution: [for this problem]
27	Technical Maturity: [early adopter/mainstream/laggard]
28
29	SITUATIONAL TRIGGERS (events creating buy urgency)
30	- [e.g., "Just raised funding", "Grew past 50 employees"]
31	- [e.g., "Current contract ending", "New VP hired"]
32
33	QUALIFYING CRITERIA
34	Must-Have: [e.g., "Marketing team of 3+", "Spends $10K+/mo on ads"]
35	Nice-to-Have: [e.g., "Active on social media"]
36	Disqualifying: [e.g., "Pre-revenue", "Fewer than 10 employees"]
37	```
38
39	### B2C ICP (Individual-Level)
40
41	```
42	DEMOGRAPHICS
43	Age: [range] \| Income: [bracket] \| Location: [region]
44	Life Stage: [student/early career/parent/retiree]
45
46	PSYCHOGRAPHICS
47	Values: [what they care about deeply]
48	Identity: [how they see themselves]
49	Aspirations: [what they're working toward]
50	Influences: [who shapes their decisions]
51
52	BEHAVIORAL TRAITS
53	Platforms: [social, search, forums]
54	Content: [podcasts, newsletters, YouTube]
55	Purchase behavior: [impulse vs. research-heavy]
56	Brand loyalty: [switches easily vs. sticky]
57	```
58
59	## Step 3: Pain Points and Goals
60
61	### Pain Point Structure
62
63	```
64	Pain Point: [Specific problem]
65	Severity: [1-10] \| Frequency: [daily/weekly/monthly]
66	Current workaround: [how they handle it today]
67	Cost of inaction: [what happens if unsolved]
68	Emotional impact: [frustration/anxiety/embarrassment]
69	Quote: "[Representative customer quote]"
70	```
71
72	Categories: Functional (task is hard/slow), Financial (costs too much), Process (workflows broken), Social (look bad to boss/peers), Emotional (stress/overwhelm).
73
74	### Goals
75
76	```
77	Primary Goal: [#1 outcome] \| Metric: [how measured] \| Timeframe: [expected]
78	Secondary Goals: [2-3 additional outcomes]
79	Dream Outcome: [if everything went perfectly]
80	JTBD: "When I [situation], I want to [action], so I can [outcome]."
81	```
82
83	## Step 4: Objections and Barriers
84
85	```
86	PRICE: "We don't have budget" -> [Response framework + evidence needed]
87	TIMING: "Not ready to switch" -> [Cost of waiting + easy migration]
88	TRUST: "Never heard of you" -> [Social proof + guarantee]
89	INERTIA: "Current solution works" -> [Hidden costs of status quo]
90	AUTHORITY: "Need manager approval" -> [Business case template]
91	TECHNICAL: "Will it integrate?" -> [Integration docs + support]
92	```
93
94	## Step 5: Channel Mapping
95
96	```
97	\| Channel \| Relevance (1-5) \| Content Type \| Cost \|
98	\|---------\|----------------\|-------------\|------\|
99	\| Google Search \| [score] \| SEO/ads \| free/paid \|
100	\| LinkedIn \| [score] \| posts/ads \| free/paid \|
101	\| Twitter/X \| [score] \| threads \| free \|
102	\| Reddit \| [score] \| community \| free \|
103	\| Podcasts \| [score] \| guest/sponsor \| free/paid \|
104	\| YouTube \| [score] \| tutorials \| free/paid \|
105	\| Newsletters \| [score] \| sponsorships \| paid \|
106
107	TOP 3 CHANNELS: [channel + why + tactic]
108	CONTENT CONSUMED: Specific podcasts, newsletters, influencers, communities, events
109	```
110
111	## Step 6: Customer Interview Template
112
113	Target 10-15 interviews. Mix: current customers (5-7), churned (2-3), prospects (3-5). 30-45 min calls.
114
115	```
116	CONTEXT (5 min)
117	1. Tell me about your role and typical day.
118	2. Biggest challenges in [relevant area]?
119	3. How do you currently handle [problem]?
120
121	PROBLEM (10 min)
122	4. Walk me through the last time [problem occurred].
123	5. Most frustrating part?
124	6. How often does this come up?
125	7. What happens if it doesn't get solved?
126	8. What have you tried before?
127
128	SOLUTION (10 min)
129	9. What tools have you used?
130	10. What do you like about your current solution?
131	11. What would you change?
132	12. Ideal solution looks like?
133
134	BUYING (10 min)
135	13. How did you find your current tool?
136	14. Who else was involved in the decision?
137	15. What would make you switch?
138	16. What would hold you back?
139	17. What would you pay for [key benefit]?
140
141	CLOSE: Anything else? Know anyone similar who'd chat?
142	```
143
144	### Synthesis Template
145
146	```
147	COMMON THEMES: [theme, mentioned by X/n, key quotes]
148	SURPRISING FINDINGS: [unexpected insights]
149	VALIDATED ASSUMPTIONS: [confirmed]
150	INVALIDATED ASSUMPTIONS: [disproven -- critical]
151	ICP ADJUSTMENTS: [changes based on findings]
152	```
153
154	## Step 7: Survey Design
155
156	10-15 questions, 5-7 minutes. Use after interviews for quantitative validation.
157
158	Screening (2-3 Qs): Role, company size, do they [relevant activity]?
159	Problem (3-4 Qs): Frequency, severity (1-10), current solution, satisfaction (1-10).
160	Solution (3-4 Qs): Feature ranking, switch triggers, willingness to pay.
161	Demographics (2-3 Qs): Industry, budget, open to follow-up?
162
163	Minimum: 100 responses for quantitative, 30 for directional insights.
164
165	## Step 8: Persona Card Template
166
167	Create 2-4 personas:
168
169	```
170	PERSONA: [Name, e.g., "Marketing Mary"]
171	Role: [title] \| Company: [type] \| Age: [range]
172
173	BIO: [2-3 sentences: professional life, challenges, aspirations]
174
175	GOALS FRUSTRATIONS
176	- [Goal 1] - [Frustration 1]
177	- [Goal 2] - [Frustration 2]
178	- [Goal 3] - [Frustration 3]
179
180	TOOLS: [3-5 tools] CHANNELS: [3-5 trusted channels]
181
182	BUYING: Research style [self/peer/sales], Decision speed [fast/slow],
183	Budget authority [yes/needs approval]
184
185	MESSAGING: Do say "[appeals to them]" \| Don't say "[turns them off]"
186	Key benefit: [#1 thing they care about]
187	Proof needed: [evidence type that convinces them]
188
189	OBJECTION: "[Biggest hesitation]" -> Response: "[How to address]"
190	JTBD: "When I [situation], I want to [action], so I can [outcome]."
191	QUOTE: "[Representative mindset quote]"
192	```
193
194	## Step 9: Validation
195
196	### Checklist
197	- [ ] Based on data (interviews, surveys, analytics), not just assumptions
198	- [ ] 10+ customers/prospects match the profile
199	- [ ] ICP customers have higher LTV and lower churn
200	- [ ] ICP customers are reachable through identified channels
201	- [ ] Specific enough to guide decisions, not so narrow market is too small
202	- [ ] Documented and shared with all customer-facing teams
203
204	### When to Update
205	After every 50 new customers, after pricing changes, after major features, after new market entry, quarterly minimum.
206
207	## Output Format
208
209	```
210	IDEAL CUSTOMER PROFILE: [Product]
211	==================================
212	EXECUTIVE SUMMARY: [2-3 sentences]
213	COMPANY/CUSTOMER PROFILE: [Full details]
214	PAIN POINTS AND GOALS: [Ranked with severity]
215	BUYER PERSONAS: [2-4 persona cards]
216	OBJECTION HANDLING: [Top objections + responses]
217	CHANNEL STRATEGY: [Where to find them]
218	RESEARCH TEMPLATES: [Interview + survey instruments]
219	VALIDATION PLAN: [How to confirm and refine]
220	```
221
222	Ground in evidence. Label assumptions vs. validated insights. Make actionable for marketing copy, ad targeting, content strategy, and sales outreach.
223