Clarify who you’re targeting—and what they actually care about.
What It Is
The ICP & Buyer Struggle Worksheet™ helps you define your Ideal Customer Profile (ICP) and connect it directly to real-world buyer struggles. It’s not just about demographics or firmographics—it’s about understanding the pressures, goals, and friction points that shape how your audience thinks and buys.
This tool gives you a practical way to align your positioning and content with what your buyers are really trying to solve.
Why It Matters
Most messaging falls flat because it’s written for personas, not people.
It speaks to industries, not individuals.
And it leads with solutions, not struggles.
This worksheet helps you bridge the gap between who your buyers are and what they’re actually going through—so you can create messaging, offers, and content that resonate deeply.
Use it to:
- Define the key traits of your ICP
- Map their day-to-day struggles and strategic goals
- Link your solution to the pressure they’re already feeling
- Build content that speaks to problems they recognize, not just features you offer
How to Use It
Use this worksheet early in your strategy process—before you write messaging, plan content, or restructure your funnel. Ideally, collaborate with your team to complete it using a mix of customer data, sales insights, and real conversations.
Once complete, refer back to it often. It’s your reference point for every decision—because if your content doesn’t speak to the struggle, it won’t get attention, trust, or results.