Hey there, it’s Isaac from Leads to Earnings. Welcome to the newsletter.

(est. 3.5 minute read)

Today I will be going over:

• How to define your ICP

• Target this interested lead ratio

• I will also share a few cold email links and tips.

Hopefully you enjoy it.

Actionable Cold Email Tip

The most fundamental first step of creating a high converting go to market strategy is defining your ideal customer profile (ICP).

Your Ideal Customer Profile is the perfect-fit buyer persona, the 3% of your Total Addressable Market most likely to buy. These prospects:

- Get the most value from your service

- Stay the longest

- Generate the highest lifetime customer value

- Are easiest to fulfill

The reason you start with your ICP is because it informs the rest of your strategy. Your offers, and list are directly related to your end customer. When it comes to messaging, by having a specific customer in mind, you can write hyper specific copy that resonates with your audience. If you don’t have a clear ideal customer, then you are going to write vague and broad messaging that can potentially apply to a lot of different people. This will negatively impact your replies, conversions and just waste your time.

Instead, build your ideal customer and refine it over time as you get more customers.

Here’s a 5 step action plan to create your very own ICP:

1. Analyze Current Customers

- Best Customers: Why are they a great fit? What problem did you solve for them?

- Challenging/Churned Customers: Why did they fall off? Identify “deal-breakers.”

- Look for patterns in each group (e.g., employee headcount, industry, buying triggers).

2. Interview or Survey

- Talk with 2–3 of your best clients. Ask:

- “What problem were you trying to solve before working with us?”

- “Why did you choose our solution over others?”

- “What tangible results have you seen so far?”

- Note recurring themes (e.g., new funding, tight deadlines, shift in strategy).

3. Develop ICP Filters

- Common Filters

- Employee Headcount

- Location

- Industry

- Revenue

- Funding

- Intent Filters

- Technologies Used

- Website Keywords

- Headcount Growth (company-wide or department-specific)

- Running ads on Meta or LinkedIn

- New Senior Leadership in the last 3 months

- Currently Hiring for a Specific Role

- Website Traffic

- Customer Reviews

- Common Investor

- Released a new product or service

- Persona-Level Filters

- Job Title

- Years/Months at Company

- Keyword in LinkedIn Description

- Followers on LinkedIn or Other Social Media

- Following a Competitive Company on LinkedIn

- Engaging with Niche-Related Influencers

- Visiting Your Website

- Attending a Relevant Event

4. Define Non-Negotiables & Nice-to-Haves

- Non-Negotiables: Must-have attributes (e.g., 50+ employees, uses CRM X, located in the US).

- Nice-to-Haves: Helpful but not mandatory (e.g., recently raised Series A, invests heavily in LinkedIn Ads).

5. Document & Share

- Create a “Master ICP” doc (Notion, Google Doc, etc.).

- Update quarterly or whenever your market changes significantly.

- Ensure sales, marketing, and product teams can all access and reference it.

The more specific your ICP, the easier it is to craft relevant offers that speak directly to your audience’s pain points.

Vague or generic targeting often leads to poor results,

Isaac

Useful Bits

• Tweet of the Day: (link)

• Quote of the week: “The question I ask myself like almost every day is, ‘Am I doing the most important thing I could be doing?’ … Unless I feel like I’m working on the most important problem that I can help with, then I’m not going to feel good about how I’m spending my time.” – Mark Zuckerberg

• Quick bite-sized pointer: I've closed 35 B2B clients with cold email. This is the metric to track: Lead to interested reply ratio. This indicates your message market fit. If you hit a 1:200 lead to interested reply ratio, scale your volume. If you haven’t reached this benchmark, then keep refining your targeting and value proposition. Don't overcomplicate it.

How I Can Help You

If you like this newsletter and want to work with me, there are a few ways we can do so:

1. I have a ton of free content that will help you get more clients on my YouTube channel. I post insights from operating high converting cold email campaigns for dozens of B2B companies that have added hundreds of thousands in recurring revenue.

2. If you are looking to improve your cold outbound skills but don’t want to hire anyone, I have a free 71-page course that teaches everything you need to know about cold email.

3. If you want a custom cold email campaign specifically designed for your business & ideal target audience, I have a few slots available to show you how it works. Book in here and on the call I will deliver a full 5-angle cold email campaign for you to use to bring on more high paying clients.

4. If you’d like to hear about how I can help you and your company grow, you can book a call with me here. I might be able to help you grow faster, or I might be able to refer you to someone who can.

Share this with 3 people and get a free training showing you how to convert more cold prospects into warm leads with cold email.

I hope you enjoyed this brief email.

Talk later,

Isaac