How to Tell If Your ICP Is Too Broad (Before You Waste Budget)

"We sell to B2B SaaS" is not an ICP; it is a wish list. A broad profile wastes thousands in marketing and sales efforts. We'll outline the painful symptoms and introduce the "Trigger Event" litmus test.

The Symptoms of a Broad ICP

• Low Reply Rates: Your generic message resonates with no one.
• Inconsistent Discovery: Prospect pain points are all over the map.
• Stalled Deals: You cannot create urgency because the problem is a "nice-to-have" for most.

Specific ICP: "US-based tech companies with 100-500 employees that just hired a new VP of Sales and are using Salesforce."

The Litmus Test: Timing

A great ICP is about timing. It is defined by a trigger event—a specific circumstance that makes a company need your solution right now. Specificity allows you to craft hyper-relevant messages about predictable problems.

The Takeaway: Specificity Wins

Work backward from your best customers to find the real patterns. A smaller, more targeted pond is much easier to fish in and yields far better results.