AI workflow: from product description to an ICP card
Prospecting 10 min
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Business problem
Keeping the ICP in your head or in a note saying 'companies that need this' doesn't work because you can't operate on it. You need a single document — the ICP card — specific enough that AI can apply it to any company and return a fit assessment.
Proven method
The ICP card building workflow:
- Product description in 1 sentence (what you do and for whom),
- AI generates a card draft (industry, company size, revenue, location, technology, business model, buyer role, seniority, pain, triggers, disqualifiers),
- Validation: you check each section against 3-5 real customers and fix it by hand,
- Test: AI assesses 10 companies from your list against the card and you check whether you agree,
- The final card with scoring (ICP Score) — it feeds the scoring. The ICP card is a living document: you update it quarterly from new deal data.
Market example
- BAD
- Unstructured prospecting without ICP filters and generic outreach to random accounts.
- GOOD
- Input: 'I sell a CRM system for service companies.' Output (card summary): Industry: service companies (cleaning, maintenance, installation) | Company size: 10-30 people | Revenue: 2-10M | Location: PL, cities 100k+ | Technology: no CRM or plain Excel | Buyer: owner / operations manager | Pain: losing leads, no follow-up, manual reports | Triggers: expansion, hiring salespeople, new website | Disqualifiers: <10 people, chains with headquarters, companies with their own IT. The card is ready to use in research and scoring.
Ready-to-use prompt
You are a B2B consultant. Context: My solution: [DESCRIPTION IN 1-2 SENTENCES]. My 3 sample customers: [CUSTOMER 1: industry, size, problem], [CUSTOMER 2: ...], [CUSTOMER 3: ...]. Task: Create an ICP card: Industry / Company size / Revenue / Location / Technology / Business model / Buyer (role, seniority) / Pain (operational, sales, financial) / Triggers / Disqualifiers Add: the ICP Score of my sample customer 1 (0-100) with a short justification. Format: sections, each 1-3 points, zero generalities.
Model rekomendowany: Claude 3.5 Sonnet / GPT-4o Copy and paste into ChatGPT, Claude or Perplexity
ALTERNATYWNE SCENARIUSZE
Variations & alternative scenarios
New product without customers version: card hypotheses + 10 questions for validation conversations.
Expansion version: adapt the card to a new market (geography, pricing, regulations).
Practical exercise
Run the prompt above for your product. Go through validation: assess 10 companies from your current list against the card. Write down 3 card fixes after the test.
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