Your “ICP” is a person.

Not an avatar. Not a title. Not an income bracket.

To speak and connect with a person you must showcase a set of values and speak to their current state of mind.

Tune in.

If you want to “dial in” your ICP, go out and actually speak to people. Show empathy. Understand.

For too long “money nerds” have been convincing you that you need to play all these psychological tricks on people to get them interested in what you have to offer.

I spoke to a successful friend the other day and he said “it’s funny how far you’ll get by just being a sound guy”.

Yes, learn marketing, sales etc - but remember that you are always talking to another person.

Treat them with some goddam respect