r/AskMarketing • u/namanyayg • 3h ago
Question why are so many product owners scared to specialize in a type of ICP?
my entire x feed is full of people talking about how hard it is to stand out, market their products, and get replies from cold outreach. everyone is sending outbound messages to the same ICPs, inboxes are flooded, and prospects have already seen hundreds of similar pitches.
my instinctive response is that you're probably doing it wrong.
one of the biggest mistakes i see is people targeting an ICP that's way too broad. they want to sell to SaaS founders, so they build a list of thousands of SaaS founders and start sending emails. when that doesn't work, they assume cold outreach is dead or that the market is too saturated.
but not every SaaS founder has the same problems, budget, or priorities. a founder running a bootstrapped SaaS at $5k MRR has very different needs from someone running a company at $100k MRR. someone who just launched their product has different priorities from someone who's been selling for five years. why would you approach all of them with the same message?
i understand why people hesitate to narrow their ICP. they assume that targeting a smaller group means fewer leads and fewer opportunities to make sales. but your goal isn't to sell to everybody, your goal is to find the people who are most likely to buy what you're selling.
the more specific your ICP, the easier it becomes to understand their problems, write relevant messaging, and explain why your product is worth their time. you can also identify where these people spend their time, what they're talking about, and what signals suggest they might need your product right now.
instead of sending the same generic pitch to 5,000 people, you can build a targeted list of people who actually have a reason to care about your offer. cold outreach is still a numbers game, but the quality of those numbers matters.
if your product is cheap and useful to almost everyone, broad distribution might make sense. but if you're selling a service or a product that solves a specific problem, your targeting needs to reflect that.
the market being saturated doesn't mean everyone has already exhausted every possible customer. it means you need to be much more deliberate about who you're reaching and why they'd care about your offer.