---
name: icp-definition
description: Define 2-3 ICPs for a cold outbound campaign, ordered by priority,
  each with pains, buying triggers, messaging hooks and objection handling.
  Use before building any list.
---

# ICP definition

> This is the ICP step lifted verbatim from the `outreach-onboard` skill that
> builds our own outbound campaigns. The rest of that skill is folder scaffolding
> and internal tooling that would not transfer; this part is the thinking.

### Step 3 — ICP definition

Define 2–3 ICPs ordered by priority (A = highest conversion potential, B = strong secondary, C = opportunistic).

For each ICP, write `icp/icp-<letter>-<short-name>.md`:

```markdown
# ICP <Letter> — <Name>

## Target Profile
- Titles: ...
- Industry: ...
- Company size: ...
- Geography: ...
- Tech stack signals: ...

## Pain Points
...

## Buying Triggers (intent signals)
...

## Messaging Hooks
...

## Objection Handling
...

## Reference Customers (from this client)
...
```

ICP count guidance:
- If research reveals one very clear primary buyer: build ICP A deeply, ICP B as secondary
- If 3 distinct buyer types are clear: build all 3
- Default: A + B

---

## Why the priority order matters

A is not "the biggest market", it is the segment that converts fastest with the
proof you have TODAY. If your only named result is in one vertical, that vertical
is ICP A even if it is smaller. B is the strong secondary. C is opportunistic and
you should be willing to kill it after one round of data.

## Hand-off

The Target Profile block is the only part a sourcing tool can execute: titles,
industry, company size, geography. Everything below it — pains, triggers, hooks,
objections — belongs in the EMAIL COPY, not in the search filters. Keep them in
this file so the copywriter has them.