AI ICP BUILDER: Define Ideal Customers That Will Actually Buy: THE JTBD Framework + Master Prompt

Many founding teams are sitting on a goldmine of a product, yet they are starving for revenue.

They have the best tech. They have the “Clay Expert” running waterfalled enrichment. They have the OpenAI API keys and the verified domains. They are sending 5,000 emails a month.

And yet, their calendars are empty.

Why?

Because they are shouting features at a demographic, instead of offering relief to a specific pain.

If you are struggling to convert cold traffic, the problem isn’t your open rate. It isn’t your deliverability. It isn’t even your product.

The problem is that you are targeting the Who instead of the Why.

The “Demographic Trap”

Here is the mistake 99% of startups make. They define their Ideal Customer Profile (ICP) like this:

“We target VPs of Sales at B2B SaaS companies with 50-200 employees using HubSpot.”

That is not a market but a phone book.

To a data provider like Apollo or ZoomInfo, two VPs of Sales look exactly the same. They have the same title, the same industry, and the same t…