How Defining Your ICA Will Increase Sales -

How Defining Your ICA Will Increase Sales

In the last few weeks, I’ve been creating content for my first mini-course. It’s called The 6-Figure Sales Funnel and it’ll teach you how to create an email sequence that will sell out your next launch…like, exactly how many emails to send, what to say in each email and when to send them. I’m also thinking about throwing in a long-form sales page template that converts like a mofo (but I’m getting ahead of myself.)

All the work I’ve been doing to put this mini-course together has had me reflecting on the process of defining your ICA (Ideal Client Avatar) and why it’s so important to be crystal clear before you launch anything. Or even start marketing your business.

So, your ICA, your perfect customer, your dream client; call her what you like but she’s essentially the ideal person for you to work with because she needs exactly what you’re offering and she sees the value in paying what you charge.

When we start working together, a lot of my clients think their services will benefit all women or all women between the ages of 25-42 who want to become entrepreneurs. But those definitions are WAY too general.

And listen, I get it. When you’ve created an amazing program that will change people’s lives, you want everyone to get their hands on it. Why limit yourself, right?

But the truth is, getting super-specific on exactly who you serve will save time, energy, and money in the long run because you won’t be wasting your efforts creating content for and marketing yourself to people who are never going to buy from you.

Your dream client isn’t all women. Or even all women who want to start their own businesses. You need to know more about her and understand her on a much deeper level than that.


Because knowing who your dream client is allows you to tailor your offers to her needs as well as price them at rates she’s ready and willing to pay. Drilling down your ICA means it’s a breeze to connect with her because you know exactly where she’s hanging out. It means you never have to guess what to say or how to say it in your website copy, newsletters, or social media because you know precisely what she needs.

Bottom line? Defining your ICA correctly makes everything about running your business easier because there’s no question about how to add value or make offers she can’t wait to buy.

Okay, you get that this is important…you’re down with it. So, what exactly do you need to know to make your dream client come to life? Here are some things to dig into:

  • Gender
  • Age range
  • Marital status
  • Whether or not she has kids
  • Level of education
  • Career
  • Income level
  • What she likes to do in her free time
  • Who inspires her
  • What social media platforms she prefers
  • Who she follows
  • How she prefers to consume content (video, blogs, podcasts)
  • What she’s currently struggling with
  • What she worries about
  • How she hopes her life will be different in 6 months – 1 year
  • What stage of awareness she’s currently at
  • The kind of language she uses


If you don’t have some of the information from the list above and you’re tempted to skip doing the research to find it, believe me when I tell you that investing your time and energy into finding those answers alone will increase the revenue in your business almost instantly. When I work with clients to define their ICAs and hone their messaging and copy, they’re amazed how quickly they see a bump in sales–without adding any new offers or packages.​

There you have it. Get crystal clear on your ICA, make it rain money. (J/k…kind of.)







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  1. […] you have your ICA dialed in, (read this article if you need a refresher on that) the next step to create an offer that sells is to find out if your […]

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