The first question sales reps ask when finding a possible new lead is usually “does this lead fit my target market?”
Understanding this provides confidence that leads being passed along the sales pipeline for qualification are more likely to convert, meaning less time is spent on leads that aren’t a good fit.
Outbound sales reps often find themselves doing manual research through Google and LinkedIn to ensure a lead ticks the boxes - that a business is the right size, in the right place and the right sector. It’s a repetitive process that salespeople often have to do for each and every lead they find.
Unsure what Ideal Customer Profiles are and why they’re useful?Check out our guide to ICPs
Announcing Ideal Customers Profiles
Today, Ricochet is launching Ideal Customers Profiles (ICPs), meaning leads are automatically checked as to whether they match your predefined criteria - leaving you more time to research and prioritise leads ready for your first sales engagement.
New customers will be asked to create their first profile when they sign up, but for existing customers, you’ll find the new ICP page in the menu on the left-hand side of your screen.
Just tell Ricochet the location, typical size and some keywords your target customers use to describe themselves, and voila - you’ll now be able to see when a company matches your ICP within your search results.
What happens if I have more than one type of customer?
We know many businesses target multiple markets and types of customers, so Ricochet initially supports up to three customer profiles per user; when displaying results, Ricochet will notify you which results match which of your profiles.
What happens next?
Your experience with Ricochet is about to become a lot more personal. Soon you won’t have to search for results - we’re working on new ways to surface new leads automatically, while you sleep. When we do, Ricochet will be able to compare all these new opportunities to your customer profiles, so you can focus on the results that matter.
This is our initial version of customer profiles. Over time, we’ll be looking to extend the profile criteria to make results even more robust and relevant to your business.
We’d love to hear your feedback on this new feature! Email us at firstname.lastname@example.org.