🎯 Defining and Finding Your Ideal Customer Profile (ICP)
In this lesson, we’ll dive into the essentials of identifying your Ideal Customer Profile (ICP) — and show you how to use Gro to connect with the right people, faster.
If you’re new to prospecting or want a smarter way to build a high-quality lead list, this workflow is the shortcut you’ve been looking for.
🧱 ICP Profiling Framework
Before launching any outreach campaign, it’s crucial to know who you’re targeting and why. Use the following framework to define your ICP:
1. Company Demographics
Industry – What sectors do your ideal clients operate in? (e.g., SaaS, fintech, healthcare)
Company Size – What’s their typical employee count or annual revenue range?
Location – Are you targeting specific regions, countries, or global markets?
2. Decision-Maker Roles
What job titles or departments do you usually engage with?
(e.g., C-suite, RevOps, IT managers, Heads of Marketing)Who is most likely to influence or make the buying decision?
3. Pain Points & Challenges
What common problems do your ideal customers face?
How do these challenges affect their business goals or daily operations?
⚙️ Using Gro to Find the Right Leads
Once you have a clear ICP, Gro makes it easy to find and reach your ideal prospects.
🔗 Use LinkedIn or LinkedIn Sales Navigator
The most common way to find leads in Gro is through LinkedIn. If available, Sales Navigator is highly recommended for more advanced targeting.
Use LinkedIn or Sales Navigator to apply filters that match your ICP (e.g., location, industry, job title).
Copy the search URL and paste it into Gro.
Click “Preview” to see how many leads Gro can pull in.
✅ Pro Tip: Keep your prospect list lean — ideally 200 leads or fewer — to complete and iterate your campaigns quickly.
📥 Other Lead Import Methods
You can also:
Import leads directly from LinkedIn Recruiter
Upload your own CSV files with lead data
Gro will recognize the imported data and allow you to build campaigns around it.
🎯 Refine Leads with Advanced Filters
If your list is too large, use Advanced Campaign Filters in Gro to narrow your list by:
Job title
Skills
LinkedIn activity
Seniority level, and more
These filters help ensure you're only targeting the most relevant, high-potential leads.
✅ You're Ready to Start Outreach
With a clearly defined ICP and Gro’s AI-powered lead sourcing tools, you’re ready to build campaigns that are focused, personalized, and effective.
Now that you’ve built your lead list, head over to the Campaign Builder to create your flow and start connecting.