How to niche down your B2B SaaS audience.

In this newsletter, I’ll show you how to niche down your B2B audience.

This is the foundation of my startup’s messaging and targeting that got me from $0-$40k MRR in 6 months.

A niched-down audience helps you:

• Hone in your messaging

• Find where they spend time

• Get demos with qualified buyers

If you need to start getting sales ASAP and blindly targeting leads isn’t working, this is for you.

What's inside:

• Create a niche ICP with LinkedIn.

• Identify buyer anxiety for better messaging.

• What to do next…

  • Apply what you learned

  • Share Marketing Memos

  • Subscribe to Founder Files

  • Get help from me.

It’s a quick one today.

Let’s get into it.

Create a niche ICP with LinkedIn.

Your ICP dictates how your messaging and targeting will operate.

Niching down your ICP filters every detail till you’re focused on the perfect customer for your product.

How do you create a niche ICP?

Start with the basics:

• Industry

• Location

• Company Revenue

• Company Size

• Job Title

• Job Seniority

I use Sales Navigator to build out my ICP.

Here’s how:

That will narrow you down to targeting people for their obvious traits.

Here are some other company-level data points to consider:

→ Are they hiring?

→ Is there tech your product pairs well with?

→ What departments or job titles need to be present?

→ Do you want to target departments of a certain size or growth?

Here is where you can find that info on Sales Navigator to test it:

But that’s not enough.

To communicate with and find buyers, you need to know their problems and stressors.

Identify buyer anxiety for better messaging.

Even if your list above looks perfect, not everyone will have the problem and stress your product fixes.

How do you find the right people who have the problem and stress that you fix?

To answer that, ask 3 questions about your buyers:

1. What are they measured on?

2. What other things are they responsible for?

3. What happens if they don’t fix the problem you solve?

Here is how I answer these questions for my business:

1. What are they measured on?

   → Founders measure themselves on revenue growth

2. What other things are they responsible for?

   →Running the company, hiring, building their product, HR, funding, and accounting.

3. What happens if they don’t fix the problem?

   → If founders don’t fix their marketing problem, they will continue struggling with marketing and won’t be able to keep running their startups.

What to do next…

Apply what you learned

Once you answer those questions, align your messaging to the pain points.

Here’s a messaging example in action.

My upcoming Office Hour on LinkedIn:

I clearly address founders who are “stuck with their marketing”.

Respond and let me know if this was helpful or if you have questions.

Share Marketing Memos

Subscribe to Founder Files

Like marketing memos?

You’ll love Founder Files.

Get help from me.

Schedule a Marketing for Founders preview if you…

• Don’t know exactly who your buyer is.

• Are sick of losing time and money

• Don’t know where to start

Reply to this email and let me know what you’d like to see more.

And THANK YOU for making Marketing Memos one of the fastest-growing resources for founders.

-Adam

P.S. Looking to promote yourself to 10,000+ SaaS Founders this month? (reply for rates)