An ideal client profile (ICP) describes the companies that get the most value from you and bring you the most value back. ICP scoring turns that description into numbers, so every lead can be ranked objectively.
Step 1: Build the ICP from your best customers
List your top 10–20 customers by revenue, retention and ease. Look for patterns: industry, size, location, tech, buying trigger, who signed.
Step 2: Choose ICP criteria
- Firmographics: industry, employee count, revenue, locations
- Technographics: tools they use or lack
- Situation: a visible problem or trigger (new office, bad website, hiring)
- Geography: markets you serve well
- Buying power: budget signals, deal size potential
Step 3: Weight and score
| Criterion | Ideal (points) | Acceptable (points) | Poor (points) |
|---|---|---|---|
| Industry | Core niche (25) | Adjacent (10) | Other (0) |
| Size | 10–200 staff (20) | 5–9 or 200–500 (10) | Other (0) |
| Visible need | Strong signal (25) | Weak signal (10) | None (0) |
| Location | Core market (15) | Secondary (5) | Outside (0) |
| Decision maker reachable | Direct contact (15) | Generic contact (5) | None (0) |
Step 4: Set tiers
A-tier (75+): contact first with personalised outreach. B-tier (50–74): standard sequence. C-tier (under 50): nurture or skip.
Step 5: Review quarterly
Compare scores against won deals. Adjust weights where high scores didn't close or low scores did.
Next: combine ICP fit with engagement in B2B lead scoring and set handoff thresholds.
Filter leads by niche, location and website problem, so your A-tier list builds itself.
Start free — no card neededor claim up to 3,000 FREE credits with a paid planPackages to build ICP-matched lists:
Basic
$9.99/month
11,500 credits a month
+ 1,000 FREE credits
- About 261 done-for-you leads
- or 88 AI website previews
- All features included
Pro
$39/month
50,000 credits a month
+ 1,500 FREE credits
- About 1,136 done-for-you leads
- or 384 AI website previews
- All features included
Premium
$79/month
105,000 credits a month
+ 3,000 FREE credits
- About 2,386 done-for-you leads
- or 807 AI website previews
- All features included
Frequently asked questions
What is ICP scoring?
Assigning points to leads based on how closely they match your ideal client profile (industry, size, need, location, reachability), so you can rank and prioritise them.
What is the difference between ICP and buyer persona?
An ICP describes the ideal company; a buyer persona describes the individual people inside it who influence or make the decision.