You're selling to everyone and converting no one, because you haven't defined who you're actually for
Without a defined ICP, every sales conversation starts from scratch. Your messaging is generic, your pipeline is unfocused, and your conversion rate reflects both. The cost isn't just lost deals, it's the compounding waste of effort spent on the wrong buyers.
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Do it yourself: step by step
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Define your ICP across five dimensions, organisation type, buyer role, problem they're actively solving for, budget signal, and timeline trigger. Then map your existing wins against that definition and find the pattern. Most HealthTech and MedTech companies discover their real ICP is a third of the size they thought, and three times more winnable.
This problem is Solvable.
Free personal check
Done by Paul Robinson, not software
I'll look at who your best customers really are and help you write your ideal customer in one paragraph
What I need from you
- 8 tap answers about your customers
- One line on what you sell
- Your website address
What you get
- A draft ideal customer paragraph from your answers
- The poor-fit signals to say no to
- The three changes that matter most
Within 2 working days
No sign-in, no sales call. I read every request myself and reply on WhatsApp.
Paul Robinson
14 years in UK private healthcare
I solve this one for healthcare companies
Want a hand? I'll look at your situation and tell you the three things I'd tackle first.
A few quick questions, about two minutes. I read every one myself and usually reply the same day.
No sales call unless you ask for one. Just a straight answer from me.
I reply personally, usually the same day.
The Solvable community
You're not the only one with this problem.
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One message a week. No sales messages. Reply STOP any time.