Leave with an evidence-seeking customer profile with explicit disqualification rules.
Start with a real buying situation
For the worked example, the audience is a founder who has paid for campaigns without clear reporting. Their problem is that the team cannot connect campaign activity to qualified enquiries. The desired practical outcome is an agreed definition of a qualified enquiry and a usable reporting baseline.
The example is deliberately bounded: the client must approve claims and creative before launch. That condition should influence the promise, scope and next step rather than disappear from the marketing copy.
| Illustrative offer | a 30-day campaign planning and measurement engagement |
|---|---|
| Buyer question | What makes an enquiry worth your sales team’s time? |
| Possible evidence | a sample campaign brief showing audience, offer, source and qualification fields |
| Useful asset | a lead qualification and campaign brief |
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 | a founder who has paid for campaigns without clear reporting; investigate a recent example of the problem: the team cannot connect campaign activity to qualified enquiries. |
|---|---|
| Observable trigger | A recent incident involving this problem: the team cannot connect campaign activity to qualified enquiries. Ask for an actual example. |
| Users, sponsor and approver | User: the person doing the work. Sponsor: a founder who has paid for campaigns without clear reporting. Approver: confirm rather than infer from title. |
| Fit signals | The buyer wants an agreed definition of a qualified enquiry and a usable reporting baseline; they can provide the inputs needed to test one offer for one audience with a written budget cap. |
| Disqualifying conditions | Pause when the desired scope exceeds the offer or the buyer cannot satisfy this dependency: the client must approve claims and creative before launch. |
Review before using it
A useful operational measure in this example is cost per qualified enquiry alongside the qualification rate. 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: Keep media spend, agency fees and production costs separate.
- Use evidence rather than promises. Do not guarantee leads, revenue or return on ad spend.
- Discuss the draft with someone who understands the buying situation. Start with: “What makes an enquiry worth your sales team’s time?”
- If the next step is a trial, define its purpose. One possible starting point is to test one offer for one audience with a written budget cap.
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 last agency sent reports but no useful leads. |
| Useful response direction | Let us define a useful enquiry together and agree what evidence would show whether this test is working. |
| Evidence to collect | The buyer’s own account, a sample campaign brief showing audience, offer, source and qualification fields, and records relevant to cost per qualified enquiry alongside the qualification rate. |
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: a founder who has paid for campaigns without clear reporting; investigate a recent example of the problem: the team cannot connect campaign activity to qualified enquiries.
Example: A recent incident involving this problem: the team cannot connect campaign activity to qualified enquiries. Ask for an actual example.
Example: User: the person doing the work. Sponsor: a founder who has paid for campaigns without clear reporting. Approver: confirm rather than infer from title.
Example: The buyer wants an agreed definition of a qualified enquiry and a usable reporting baseline; they can provide the inputs needed to test one offer for one audience with a written budget cap.
Example: Pause when the desired scope exceeds the offer or the buyer cannot satisfy this dependency: the client must approve claims and creative before launch.
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 marketing agencies business?
Replace the audience, offer and evidence with your actual information. Begin with a recent buyer conversation about why the team cannot connect campaign activity to qualified enquiries, 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. Do not guarantee leads, revenue or return on ad spend.
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.