Most experts think they know their ideal client. The details are usually too vague to help.
That becomes a problem as soon as you try to use AI. Vague inputs lead to vague outputs, which means your positioning, content, and service design stay generic.
This video shows a more useful way to build an ideal customer profile: start with what you already know, use AI to structure it, and ground it in real evidence where possible.
The result is not a neat paragraph. It is a working asset you can use to screen clients, refine your messaging, and sharpen the way you talk about your expertise.
What a useful ICP needs to include
A lot of expert businesses define their ideal client in broad terms: larger companies, small businesses in the UK, micro businesses needing support, and so on. Those descriptions may feel specific, but they rarely help with real decisions.
A useful ICP goes further. It should capture the client’s context, the problems they are dealing with, what they are trying to achieve, how they buy, the language they use, and who is not a good fit.
That level of clarity matters because it affects more than marketing. It affects who you attract, how you qualify work, what you create, and how confidently you talk about the problems you solve.
Use AI to organise what you already know
The point is not to ask AI to invent your ideal client from scratch. The point is to use it to combine and structure the information you already have.
In the process shown in the video, the prompt asks a series of questions to help build the ICP step by step. That makes the result more grounded and more specific than a generic profile written in one pass.
If you have existing material, such as transcripts, sales notes, discovery calls, or onboarding forms, those can add useful detail. They help the profile reflect real conversations rather than assumptions.
Download the prompt used in the video.
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The structure should be practical, not polished
The video walks through an example ICP for a fictional business working with ambitious manufacturing firms facing growth problems. The key point is not the niche itself. It is the structure.
A strong ICP is broken down into useful sections rather than left as a single descriptive paragraph. That makes it easier to reference, refine, and apply.
The example includes core demographics and role, organisational context, the current situation, revenue or budget position where relevant, the expensive problem, what they have already tried, what has failed, structural constraints, psychological factors, internal politics, and behaviour.
That is the kind of detail that makes an ICP genuinely usable.
Don’t make it too broad
One of the main mistakes is keeping the ICP too broad because you do not want to exclude anyone. In practice, that makes the profile less useful.
The video also recommends defining who you do not want to work with. That is often where the real clarity comes from.
The other important point is that the ICP is version one. It is not meant to be perfect from day one. It should evolve as you work with more clients, spot patterns, and learn what consistently works.
Use it, then improve it
The most practical advice is simple: take three clients that worked especially well and run the process on them. Then apply the output.
Use the ICP to shape your content, refine your positioning, and sense check the kinds of clients you are attracting.
The value is not in writing the document. The value is in using it as a decision-making tool for your business.
