# ICP Data Collection Template

Use this template when defining the Ideal Customer Profile. Collect all fields before writing copy.

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## ICP Definition

**Client/Campaign:** _______________
**Date:** _______________
**Collected by:** _______________

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### Target Titles
Who specifically receives these emails? List primary and secondary titles.

**Primary titles (high intent):**
- e.g., VP of Marketing
- e.g., Director of Demand Generation
- e.g., Head of Growth

**Secondary titles (acceptable, lower priority):**
- e.g., CMO (at smaller companies)
- e.g., Marketing Manager (if company size <50)

**Never target:**
- e.g., Coordinators, Interns, Assistants (unless specifically requested)

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### Target Industries / Verticals

**Primary verticals:**
1.
2.
3.

**Secondary verticals (test, not primary):**
1.
2.

**Excluded verticals (anti-ICP):**
- e.g., Non-profits (budget constraints)
- e.g., Government (procurement timelines)
- e.g., [Specific vertical you can't serve]

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### Company Size

**Employee count range:**
- Minimum: ___
- Maximum: ___
- Sweet spot: ___

**Revenue range (if targeting by revenue):**
- Minimum ARR/Revenue: $___
- Maximum: $___

**Funding stage (if relevant):**
- e.g., Series A+
- e.g., Bootstrapped >$5M revenue
- e.g., PE-backed

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### Geographic Targeting

**Primary markets:**
- e.g., US only
- e.g., US + Canada
- e.g., English-speaking markets

**Excluded regions:**
- e.g., APAC (different sales motion)

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### Buying Signals / Trigger Events

What makes a company more likely to buy right now?

- e.g., Recently hired a new VP Marketing (job posting signal)
- e.g., Raised funding in last 6 months
- e.g., Launched new product in last 90 days
- e.g., Running paid search (visible via SpyFu/SemRush)
- e.g., Job listings for [role] signal they need help

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### Anti-ICP (Explicit Exclusions)

Who should never receive these emails?

**Company characteristics:**
- e.g., <10 employees (too small, no budget)
- e.g., Bootstrapped and not scaling
- e.g., Already a current client

**Contact characteristics:**
- e.g., No verified email (bounce risk)
- e.g., Missing firstName (won't personalize)
- e.g., Opt-out list

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### Offer-to-ICP Fit

**What's the primary offer?**
- [ ] Free audit
- [ ] Free trial
- [ ] Demo
- [ ] Strategy call
- [ ] Content/report download
- [ ] Other: _______________

**Why this offer for this ICP?**
(One sentence — if you can't answer this, the offer needs rethinking)

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### Known Objections

What does this ICP typically say no to?

1.
2.
3.

**How we address objections in copy:**
(Don't address all of them — pick the one that kills the most deals and neutralize it in Step 3 or 4)

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### Personalization Data Available

What data fields are available per lead?

- [ ] firstName ✓ (required)
- [ ] companyName ✓ (required)
- [ ] personalization field — source: _______________
- [ ] Industry
- [ ] Employee count
- [ ] LinkedIn URL
- [ ] Other: _______________

**Personalization source:**
- e.g., Clay enrichment
- e.g., Apollo export
- e.g., Manual research (for small lists)
- e.g., None (template must work without it)

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### Notes / Special Instructions

Any other context the copywriter needs:

_______________