ICS vs ICP

OLD vs NEW

Author

Utkarsh Rana
January 06, 2025

If you’re:

  • CONFUSED ABOUT WHICH TOOLS SUIT YOUR BUSINESS THE BEST

  • DON’T KNOW HOW TO SET UP AND USE TOOLS

  • SEEING CONTENT AROUND OUTBOUND, AND INBOUND BUT NOT BEING ABLE TO APPLY THE PROCESS EFFICIENTLY

Then keep reading this.

OLD WAY:

  • Defining ICP based on titles, headcount, industry & location

  • Scraping Sales Navigator, Apollo.io, Zoominfo.

  • Setting up 5-10 domains with 3 mailboxes each (10-20 mailboxes),

  • Sending 50 emails per day per mailbox while landing in the inbox

  • Using Alex Hormozi’s offer creation formula with upsurd guarantees and risk reversals

  • Using your own LinkedIn profile to send DMs to your ICP

  • Writing 100+ word thesis email copies on how good your product/service is

Current situation:

  • Market sophistication has grown—defining a basic ICP no longer works as everyone is bombarded by randos from LinkedIn.

  • Google and Outlook deliverability issues mean you can’t send 50 emails/day per mailbox like before.

  • While Alex Hormozi’s offer formula is brilliant, it’s been overused and misapplied, turning guarantees into a commodity and harming credible businesses.

  • LinkedIn is blocking all accounts that seem to have automated actions

NEW WAY:

  • OPTIMIZING YOUR LANDING PAGE AND LINKEDIN PROFILE AND HAVING A VSL THAT SHOWS YOUR VALUE PROPOSITION

  • Setup 2 batches of domains and mailboxes each with 25 domains and 50 mailboxes (Gsuite/Outlook) + any SMTP/IMAP mailboxes like maildoso

  • Defining ICS with ICP: Ideal Customer Situation
    (when is the right time for a person to buy your stuff)

  • Building a hyper-targeted lead list segmenting your leads into different categories based on various criteria
    i.e. if they are doing something relevant to what you do like running ads, doing SEO, tech stack,  headcount growth, recent hires, news, etc

  • Scoring leads and then reaching out to each category of leads with angles that resonate at their level

  • Find out social intents like people engaging with your LinkedIn profile, website, your content, or competitor’s content using TRIGIFY.IO

  • Creating assets like resource hubs, content, video tutorials, case studies, etc to provide upfront value to your ICP

  • Aiming to provide as much value as possible rather than selling stuff

In my next email, I’ll show you an example to explain it better.

—

Best
UTKARSH “ICS“ RANA
FOUNDER @ADYHERE.COM