Leave with an evidence-seeking customer profile with explicit disqualification rules.
Start with a real buying situation
For the worked example, the audience is an office manager overseeing multiple floors. Their problem is that cleaning requests are ad hoc and quality expectations are not documented. The desired practical outcome is a clear checklist with inspection and issue-resolution responsibilities.
The example is deliberately bounded: building access and occupied areas restrict working times. That condition should influence the promise, scope and next step rather than disappear from the marketing copy.
| Illustrative offer | a scheduled commercial cleaning service |
|---|---|
| Buyer question | Which areas create the most repeat complaints, and how are they inspected? |
| Possible evidence | a sample room-by-room scope and inspection record |
| Useful asset | a cleaning scope and quality inspection template |
How to complete your ideal customer profile
- Describe the organisation and the workflow you serve.
- Identify a buying trigger that can be observed or confirmed.
- List the people affected and their different needs.
- Write qualification and disqualification criteria.
- Compare the profile with actual conversations and revise unsupported assumptions.
Worked example
These entries are illustrative planning material, not research findings or customer results. Keep the structure and replace the content with verified details.
| Organisation and workflow | an office manager overseeing multiple floors; investigate a recent example of the problem: cleaning requests are ad hoc and quality expectations are not documented. |
|---|---|
| Observable trigger | A recent incident involving this problem: cleaning requests are ad hoc and quality expectations are not documented. Ask for an actual example. |
| Users, sponsor and approver | User: the person doing the work. Sponsor: an office manager overseeing multiple floors. Approver: confirm rather than infer from title. |
| Fit signals | The buyer wants a clear checklist with inspection and issue-resolution responsibilities; they can provide the inputs needed to inspect a defined area against a jointly agreed checklist. |
| Disqualifying conditions | Pause when the desired scope exceeds the offer or the buyer cannot satisfy this dependency: building access and occupied areas restrict working times. |
Review before using it
A useful operational measure in this example is completed inspections and resolution of recorded issues. That does not automatically make it a marketing attribution metric. Define the source, period and owner before drawing conclusions.
- Can a salesperson use the profile to decide who to investigate and who to exclude?
- Check the delivery assumptions: Define task frequency, supplies, access, exclusions and inspection arrangements.
- Use evidence rather than promises. Avoid unsupported hygiene or disinfection claims.
- Discuss the draft with someone who understands the buying situation. Start with: “Which areas create the most repeat complaints, and how are they inspected?”
- If the next step is a trial, define its purpose. One possible starting point is to inspect a defined area against a jointly agreed checklist.
Common mistakes and a better review
Do not fill a missing fact with an impressive-sounding number. Mark it as an assumption, explain how you will check it and give that check an owner. A short, honest document is easier to use than an elaborate plan built on unknowns.
| Watch for | Demographic labels or company size alone do not establish a need. |
|---|---|
| A real buyer concern | The current cleaner is less expensive. |
| Useful response direction | We should compare frequency, included tasks, access and how missed work is corrected before judging the totals. |
| Evidence to collect | The buyer’s own account, a sample room-by-room scope and inspection record, and records relevant to completed inspections and resolution of recorded issues. |
Your working sheet
Write your own version below. Notes are saved on this browser when local storage is available. Use Download to keep a separate copy; avoid adding confidential information on a shared device.
Example: an office manager overseeing multiple floors; investigate a recent example of the problem: cleaning requests are ad hoc and quality expectations are not documented.
Example: A recent incident involving this problem: cleaning requests are ad hoc and quality expectations are not documented. Ask for an actual example.
Example: User: the person doing the work. Sponsor: an office manager overseeing multiple floors. Approver: confirm rather than infer from title.
Example: The buyer wants a clear checklist with inspection and issue-resolution responsibilities; they can provide the inputs needed to inspect a defined area against a jointly agreed checklist.
Example: Pause when the desired scope exceeds the offer or the buyer cannot satisfy this dependency: building access and occupied areas restrict working times.
Review your work
Tick only what you can support with your answer or practice. This is a reflection checklist, not an automated assessment.
Questions about this resource
How do I adapt this for my commercial cleaning companies business?
Replace the audience, offer and evidence with your actual information. Begin with a recent buyer conversation about why cleaning requests are ad hoc and quality expectations are not documented, then check which assumptions match your business.
Is the filled example ready to publish?
No. It is a working example. Verify claims, permissions, prices, current capabilities and any customer information before using it externally. Avoid unsupported hygiene or disinfection claims.
What should I do after completing the worksheet?
Use it to make one decision or have one focused conversation. The intended output is an evidence-seeking customer profile with explicit disqualification rules. Set a review date and update it when the evidence changes.
Illustrative business worksheet. No customer results, market rates, traffic volumes or performance benchmarks are implied. About these resources.