# What is ideal customer profile? · Leadraft

URL: https://leadraft.co/glossary/ideal-customer-profile
Summary: An ideal customer profile (ICP) describes the kind of business that gets the most value from your offer and is most likely to buy it.

Glossary · Lead generation · Last updated October 31, 2026

# Ideal customer profile

An ideal customer profile (ICP) describes the kind of business that gets the most value from your offer and is most likely to buy it.

**Also called:** ICP.

An ICP describes companies, not people: trade, location, size, and the signals that make a business a good fit. A buyer persona describes the person inside it. For local lead generation, an ICP is usually a trade, a place and a qualification rule.

Write it so it can be filtered. "Small businesses that need marketing" can't be turned into a list. "Independent plumbing and HVAC contractors in the Austin metro with a website and fewer than 50 Google reviews" can, because every part maps to a field you can see.

Good ICP fields for local businesses include category, city or service area, whether they have a website, rating and review count, hours, and website platform. Fields you can't see, such as revenue, are better left out than guessed.

Revisit the ICP after each campaign. Reply rates by segment tell you which part of the definition is wrong faster than any planning session.

## Example

A review-management agency's ICP: dental practices in Florida with a website, a rating below 4.5, and at least 20 reviews. The rule filters a statewide list down to the practices most likely to care.

## Related terms

-   [Total addressable marketTotal addressable market (TAM) is the total number of potential customers for an offer, or the revenue they represent, in the markets you can serve.](https://leadraft.co/glossary/total-addressable-market)
-   [FirmographicsFirmographics are descriptive facts about a business, such as industry, location, size and age, used to segment and qualify B2B leads.](https://leadraft.co/glossary/firmographics)
-   [Lead scoringLead scoring is ranking leads by how likely they are to buy, using points for fit and behavior, so you contact the best ones first.](https://leadraft.co/glossary/lead-scoring)
-   [Lead listA lead list is a set of businesses or people you plan to contact, with the fields needed to qualify them and reach them, such as email and phone.](https://leadraft.co/glossary/lead-list)

## Further reading

-   [Leadraft for agencies](https://leadraft.co/solutions/agencies)
-   [Leadraft for local sales](https://leadraft.co/solutions/local-sales)

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Last built: 2026-11-09