How Well Do You Know Your ICA?

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Quiz Questions

1.
How do you respond when people ask you: “Tell me about yourself? What do you do?”
- A.
  
  I’ve got my elevator pitch refined and memorized — I’m ready to answer in 3 sentences or less.
- B.
  
  I stumble through a long-winded explanation, and dismiss myself because I can tell it doesn’t sound good.
- C.
  
  I freeze — I have no idea how to answer, and end up mumbling something quickly and pivoting the convo back to them.
- D.
  
  No one is asking me this — I’m not often in situations where people ask me what I do and who I do it for.
2.
How would you describe the revenue in your business?
- A.
  
  Nonexistent — I’m not making $ yet.
- B.
  
  Inconsistent — I make a few grand every month, but I can’t seem to get that regularity I need to move to the next level.
- C.
  
  On the rise — each month the numbers are going up, slowly but surely.
- D.
  
  Stable + scaling — I’m hitting my revenue goals every month, I feel secure, and the numbers keep going up!
3.
Which best describes why you think your revenue isn’t growing the way you want it to?
- A.
  
  I have zero idea — I’m not sure what’s missing.
- B.
  
  I can’t seem to get in front of the right audience; where is my community of people?!
- C.
  
  I can’t find leads that value me or my work — I feel like I'm always chasing leads and even after that, chasing people to keep up retention.
- D.
  
  I might not be messaging what I do the right way.
4.
Do you know the person you help?
- A.
  
  Yes! Down to the type of jeans they buy and what they’re currently reading. People constantly tell me it’s like I’m in their head. I’m clear on their problems, pains, false beliefs, goals and desires, too.
- B.
  
  I have an idea of who I help and what I do, but if you were to ask me what their emotional experience is currently like, I might struggle to answer.
- C.
  
  I know who I want to work with...but it’s not who I’m currently working with.
- D.
  
  What I do can help everyone! I firmly believe that anyone would benefit from what I offer.
5.
When it comes to what you do for your ICA, which is most true?
- A.
  
  I'm struggling with articulation — I don’t really know how to talk about the impact I have and the difference I make.
- B.
  
  I’m struggling to make my work feel relatable — I’m super clear on what I do and the benefit it has for my clients, but it feels like there’s a disconnect and I often get feedback that people don’t totally understand…
- C.
  
  I don’t actually really know — it’s hard for me to name ONE thing I regularly fulfill on for my clients (my noble promise).
- D.
  
  What I do for my ICA doesn’t really feel aligned with what I want to be doing and what I think I’m really excellent at...or I’m solving problems, teaching on things, and doing work that doesn’t actually excite me.
6.
When building out new offers, how do you feel?
- A.
  
  Great — I know what their goals and challenges are, and can confidently map a specific transformation across the delivery of an offer.
- B.
  
  Good — I know what I’m creating is needed, I just need to figure out how to get more people interested!
- C.
  
  Not confident — I’m not sure if this is exactly what my people need, since I’ve tried talking about it and no one is buying.
- D.
  
  Totally at a loss — I can't seem to just pick a focus that resonates with my ICA and produces a measurable outcome.
7.
The number one question you have about how to message your offer is...
- A.
  
  How do I convert people without feeling salesy and cringey?
- B.
  
  How do I leverage my strengths in the sales process?
- C.
  
  How do I market myself? What do I call myself?
- D.
  
  How do I tell people what I do in a way they’ll understand?
8.
What is your biggest challenge in finding clients using social media?
- A.
  
  I don’t know how to monetize my existing audience.
- B.
  
  I can’t find where they are on Instagram or what hashtags they’re using.
- C.
  
  I can’t get solid engagement on my social media content.
- D.
  
  I don’t know how to use social media strategically in my business.
9.
How do you feel about talking about yourself, your business, and your offer(s) on social media?
- A.
  
  Confident — I know who I’m talking to, I’m clear on my unique value-add and the results I facilitate, and I know exactly what type of content is going to resonate with my people.
- B.
  
  Cruise control — I post often and I like what I’m sharing, but I’m not sure if it’s the ‘right’ thing to be talking about, and I think I can be way more strategic in how I use social media to grow my business and get more clients.
- C.
  
  A little stuck — I can’t seem to show up on social media consistently, my content doesn’t perform very well, and no matter how hard I try, I don’t seem to be gaining momentum.
- D.
  
  Full stop — I have no idea what to post about, the entire thing seems daunting to me!
10.
Which best describes the feedback you get on your public content (like IG posts, marketing emails, webinar chats, or DMs)?
- A.
  
  “This is exactly what I needed to hear today” or “I feel this” — people are loving what you’re putting out, and telling you!
- B.
  
  “Great post!” or “Love this!” — you’re getting responses, but they’re not necessarily passionate, engaged or excited.
- C.
  
  Nothing. Nada. Zilch. Crickets. (you’re not getting any response at all).
- D.
  
  Your die hard fans and loyal community members respond, but you’re not getting any new faces.
11.
How often do people tell you, in a DM, on a discovery call, or after a training, “I was reading your website/everything you were saying/your content clicks with me. You are exactly what I’ve been looking for.”?
- A.
  
  At least a few times a week — I hear this regularly and it’s how I know someone is a good fit.
- B.
  
  Every once in a while — and I get so excited (dream client!).
- C.
  
  Not often — It seems like other people have this, and I can’t figure out how to elicit the same kind of response from my audience/community.
- D.
  
  I’ve never heard this — should I be?! Help!

Quiz Outcomes

1.

RESULT: You truly run a people-first business!

You know your ICA well! You get their problems and pains, you know their goals, and you can support them in overcoming their false beliefs. Your content is always a hit (you can tell by the comments), your DMs are blowing up with people saying they love following you, and your discovery calls almost always convert. People tell you they felt seen, heard and understood when they were reading your website. You get incredible client reviews, and your clients can speak to specific goals they accomplished while working with you. You likely collect market research often, dig into the data, and have a good pulse on what your people need in order to be fully supported by you. You do a great job of matching your unique expertise with their objectives to facilitate a powerful transformation! Next steps: Keep up the good work — collect data quarterly about new offer ideas, and do a complete refresh of your ICA profile annually! Curate clients are always SHOCKED by the amount of detail we ask them to include in their ICA profile — and a detailed ICA profile is the foundation of everything we help them do in their business. I’m teaching you my proprietary framework for building the most robust ICA profile your business has ever seen! To learn more, join our Identify, Define, and Speak Directly to your ICA webinar January 22, 2021.
2.

RESULT: It’s time to get to know your ICA

Based on your answers, you don’t have a complete ICA profile. You know what YOU do, but right now, your ICA isn’t at the center of how you think about your business/offer. You could be missing details/specifics about your ICA, maybe you’ve made some assumptions that just aren’t accurate, or you’ve just never thought to ask the source. You don’t know your ICA well enough to create converting content for them or make your offer irresistible. Your messaging might be disconnected, or you could be trying to talk to everyone (accidentally talking to no one). You’re likely speaking out into the ether and not seeing much of an ROI from all your effort. You are COMPLETELY capable of causing a difference for someone, and the work to do next is to really think about the person you want to serve and revamp your messaging so they know what you do and that it’s for them.Next steps: Connect with your ICA! Take yourself out of your shoes and really listen to your ICA. Chances are, your offer isn’t solving an actual problem your ICA has. Your side of the equation is taken care of — now it’s time to focus on them. Conduct market research to find out what their problems, pains, false beliefs, goals, desire and vision are. Get clear on what kind of support they need and what kind of container that comes in. Be open to shifting your offer based on what people are telling you they actually need. Speak to ONE person in a ton of detail. This will make your ICA feel like you’re speaking directly to them, and will elicit a response in the form of them answering your call to action. Next steps: Keep up the good work — collect data quarterly about new offer ideas, and do a complete refresh of your ICA profile annually! Curate clients are always SHOCKED by the amount of detail we ask them to include in their ICA profile — and a detailed ICA profile is the foundation of everything we help them do in their business. I’m teaching you my proprietary framework for building the most robust ICA profile your business has ever seen! To learn more, join our Identify, Define, and Speak Directly to your ICA webinar January 22, 2021.
3.

RESULT: Let’s dig deeper

You have an idea of who your ICA is on a basic level, but you don’t know enough to REALLY speak to them. You have a general profile, but you’re lacking specifics. You’re on the right track, and the work to do next is to make your messaging REALLY powerful by digging deeper. You may use a lot of generalized, high level language that sounds standard in your industry — it may even be leaving people thinking, “okay but what does that really MEAN?” Next steps: You’re so close to your expertise, you’re so familiar with your industry, that you’ve maybe lost sight of others’ experiences.Chances are, your offer isn’t solving an actual problem your ICA has. It’s time to make your work more relatable (read: a MUST have, not a nice to have), which means you need to drop what you know and listen so you can be more specific. Within the context of your industry/focus, ask your ICA how that work is showing up for them in their daily life. Rather than assuming they are applying the work in a certain way, ask them what would make the biggest difference for them. If they’re confused about a certain concept, give a different example they can relate more to. Make sure that the way you talk about your work is RELEVANT. Next steps: Keep up the good work — collect data quarterly about new offer ideas, and do a complete refresh of your ICA profile annually! Curate clients are always SHOCKED by the amount of detail we ask them to include in their ICA profile — and a detailed ICA profile is the foundation of everything we help them do in their business. I’m teaching you my proprietary framework for building the most robust ICA profile your business has ever seen! To learn more, join our Identify, Define, and Speak Directly to your ICA webinar January 22, 2021.
4.

RESULT: There’s a missing link…

You know what you do and the difference it makes, your messaging just needs a little bit of massaging. You are an expert at what you do — your knowledge is deep and thorough, but you likely aren’t relating to others and they’re not relating to you. Your community may not totally understand what you do, why they need it, or what they get out of working with you. They may feel disconnected from you based on the language you do, or how you talk about your work. While your work can benefit them greatly, they may not find it appealing or enticing. You may be struggling to articulate what you do in a way that is both authentic, and resonates with your audience. Next steps: Interview your ICA to learn about how they talk about their goals and challenges in their own words. Send a market research form, poll your audience, send voice memos in DMs, or have a conversation over Zoom — no matter how you collect the data, make sure you’re capturing exact words/phrases/quotes. Note what your ICA is saying in their own words! This will help you eliminate jargon, generalized terms or “fluffy” language, and make your messaging more relatable and engaging. Speaking to your ICA in the same language they would use is going to have them thinking: “wow, she’s in my head! She gets it!"Next steps: Keep up the good work — collect data quarterly about new offer ideas, and do a complete refresh of your ICA profile annually! Curate clients are always SHOCKED by the amount of detail we ask them to include in their ICA profile — and a detailed ICA profile is the foundation of everything we help them do in their business. I’m teaching you my proprietary framework for building the most robust ICA profile your business has ever seen! To learn more, join our Identify, Define, and Speak Directly to your ICA webinar January 22, 2021.

How Well Do You Know Your ICA?

Create more relatable content, message your offer and value effectively, and attract and convert your ideal clients.

Quiz Questions

Quiz Outcomes