Is your customer the hero, or are you the villain?
You're taught to sell your product's features.
But your Ideal Customer Profile buys outcomes, not specs.
Here’s the Harvard Business Review-style framework that works:
1/ The ICP Story Formula (Harvard Biz Review style)
- Hero = Your ICP (not you)
- Villain = Their pain point
- Guide = You/your product
- Treasure = Desired outcome (time saved, revenue gained, stress reduced)
👉 Make your ICP the protagonist. You’re Yoda, not Luke.
2/ 3 Psychological Levers in Storytelling
- Relatability → Show "people like me" (use ICP’s exact language)
- Tension & Release → Paint the pain vividly, then offer your solution as relief
- Social Proof → Show others who won the same battle with your help