Do you know this? You have an offer that works. Customers who are satisfied. A team that's on fire.
And yet your pipeline isn't running smoothly and sales are falling short of expectations?
Too many conversations with the wrong people. Too many offers that fall through somewhere. Too little time for the customers who really fit - and really buy.
The problem is rarely the product. It is almost always due to the fact that you have never systematically defined who you actually want to address.
The target group is not "SMEs". "Manufacturing industry" is not a target group.
A real target group has measurable characteristics, recognizable signals - and can therefore be found.
In this first part of the series, I'll show you how you can achieve more clarity about your ideal customer in 30 minutes with three AI prompts than in three strategy meetings. This is the foundation for everything that follows.
Before you analyze others, you need to be crystal clear yourself. Not as a slogan - but as an honest, operational answer to: What am I solving? For whom? With what measurable result?
Most companies cannot answer this question in two sentences without using marketing language. That's the first problem.
You are an experienced B2B strategy consultant with
a focus on positioning and sales. Analyze
my company using the following description and
provide me with:
1. A VALUE PROPOSITION in a maximum of two sentences -
factual, without marketing platitudes, formulated from
the customer's perspective (What do I get? What changes for
me?)
2. The three CORE PROBLEMS that I solve - concrete and
specific (not "increase efficiency", but: which
operational problem is solved?)
3. The three most common CONSIDERATIONS or RISKS that a
potential customer has before making a decision
4. An ELEVATOR PITCH PHRASE (max. 20 words) that a
stranger can understand immediately - without prior knowledge of
my industry My company description:
[INSERT HERE: 3-5 sentences about your company, your
offer, your previous customers, your measurable
result]
Answer in a structured way. No general phrases.After this prompt you have:
Tip: Copy the result into a note - you will need it in every subsequent prompt.
An ICP (Ideal Customer Profile) is not a fantasy. It is a data-based sample of your best existing customers, projected onto the market.
"Best customers" means: those who buy the quickest, discuss the least, are the most satisfied - and recommend the most often.
A good ICP has four dimensions:
You are a B2B sales expert. Create a
complete Ideal Customer Profile (ICP) based
on my offer and my previous experience
with customers. My value proposition (from the previous
step):
[INSERT VALUE PROPOSITION]
My known ideal customers / best existing customers
(optional, but helpful):
[insert 2-3 company names or short descriptions -
if available]
Create the ICP in four dimensions:
DIMENSION 1 - FIRMOGRAPHIC - Number of employees class
(e.g. 25-100 / 100-500 / 500-2,500) - Top 3-5 industries
with a reason why each fits - Region /
Geography - Company type (manufacturer / service provider
/ retailer / hybrid)
DIMENSION2 - SITUATIVE TRIGGER (When is a
company
particularly open to my offer right now?) - 3
growth signals (positive triggers) - 3 pain signals(negative triggers / problem pressure) - 2 market changes,
to which my target customers must currently react
DIMENSION 3 - PSYCHOGRAPHIC - Attitude towards
technology and AI - Typical decision structure (who
buys? who blocks?) - What counts more in the
purchase decision:
ROI / efficiency / growth / risk minimization?
DIMENSION 4 - EXCLUSION CRITERIA - 3 concrete
characteristics,
where a company is not a good fit - Why
do these lead to bad customers? (1 sentence of justification
per
criterion) Format: Structured document, clearly
organized.
Usable for sales, not academic.
A complete ICP document that you can use directly as a briefing for your sales team.
An ICP is only useful if you can break it down into specific searches on the internet. "SMEs in NRW, digitally savvy" is not a search query.
What you need: Signals that you can find online. On websites, in job advertisements, on association websites, in Google.
I have defined the following Ideal Customer Profile:
[INSERT ICP FROM PROMPT 2]
Your task:
Translate this ICP into concrete, searchable
signals on the internet. Structure your answer in five categories:
1. WEBSITE SIGNALS
What on a company website tells me that this
company matches my ICP? (Give 5-8 concrete examples:
specific formulations, page types, product categories,
references mentioned, certifications,
association affiliations)
2. GOOGLE SEARCH QUERIES
Formulate 8 concrete search queries with Google operators
(intitle:, site:, filetype:, "phrase", OR) that provide me with
companies from my ICP. For each
search, explain in one sentence why it works.
3. INDUSTRY SOURCES
Which German industry directories, associations, trade fairs,
rankings or exhibitor lists have a high
probability of listing companies from my ICP?
Name at least 5 specific sources with URL.
4. TRIGGER SIGNALS ON LINKEDIN / XING
Which LinkedIn activities, job advertisements or
company news indicate that a
company is currently receptive to my offer?
(Name 5 specific signals)
5. NEGATIVE SIGNALS
3features that I immediately see on a website and that
show me: This customer is not a good fit - don't waste time
After these three prompts, you have:
That's the foundation. In the next post, I'll show you how to use it to filter out 200 qualified target customers from the internet in a week - without an expensive tool subscription.
In addition to manual research, we have developed automated processes for you:
bloo.research - Find the right B2B companies in minutes
bloo.radar - Find out what your competition will do next
before they do.
If you not only want to understand AI, but also use it in a structured way in your company, then:
👉 Find out more about our AI training:
https://bloo.school
👉 Find out about our Smart Market Fit offers:
https://bloola.com/smf - The Smart Market Fit course
https://bloola.com/smf-system - The Smart Market Fit system for companies
👉 Or find out more about our consulting and automation solutions:
https://bloola.com