The Challenge of Identifying Your Ideal Customers
Sorting through lists of potential leads manually to determine who's truly worth your sales team's time isn't just tedious, it's incredibly inefficient. Without proper qualification, your team might spend hours pursuing prospects who aren't the right fit for your product, while ideal customers slip through the cracks.
In this guide, you'll learn how to automatically score and prioritize leads using data extracted directly from LinkedIn profiles via Airtop's integration with Make. By the end, you'll have a fully automated workflow that analyzes prospects and calculates an Ideal Customer Profile (ICP) score, helping your sales team focus on high-potential opportunities.
What You'll Need
A Make account
A Google Sheets account
Understanding the Process
This automation transforms how you qualify and prioritize leads by extracting real-time, accurate information directly from LinkedIn profiles. Unlike static databases that quickly become outdated, this workflow taps into the most current professional information available.
The workflow we'll be using today:
Uses Airtop to extract comprehensive LinkedIn profile data
Analyzes the data to calculate an ICP score based on AI interest, technical depth, and seniority
Updates your Google Sheet with the enriched data and ICP score
Person ICP Scoring Workflow
Our person-focused workflow evaluates individual LinkedIn profiles to determine how well they match your ideal customer profile by:
Extracting data for each individual
Analyzing their profile to determine seniority and technical depth
The system then automatically calculates an ICP score based on the following criteria:
AI Interest: beginner-5 pts, intermediate-10 pts, advanced-25 pts, expert-35 pts
Technical Depth: basic-5 pts, intermediate-15 pts, advanced-25 pts, expert-35 pts
Seniority Level: junior-5 pts, mid-level-15 pts, senior-25 pts, executive-30 pts
Company ICP Scoring Workflow
Our company-focused workflow analyzes company LinkedIn profiles with a comprehensive set of criteria:
Company Identity Extraction
Company Scale Assessment
Business Classification
Technical Sophistication Assessment
Investment Profile
To then calculate the ICP Scoring, it will focus on:
AI Implementation Level: Low-5 pts, Medium-10 pts, High-25 pts
Technical Sophistication: Basic-5 pts, Intermediate-15 pts, Advanced-25 pts, Expert-35 pts
Employee Count: 0-9 employees-5 pts, 10-150 employees-25 pts, 150+ employees-30 pts
Automation Agency Status: True-20 pts, False-0 pts
Geography: US/Europe Based-10 pts, Other-0 pts
Setting Up Your Automation
We've created ready-to-use templates for both person and company ICP scoring. Here's how to get started:
Access the automation:
In your Make account, go to Scenarios.
Click “Create New Scenario”
Choose either "Person ICP Scoring" or "Company ICP Scoring" template
Import the blueprint
Configure your connections:
Connect your Google Sheets account
Add your Airtop API key (obtain from the Airtop dashboard)
Set up your Google Sheet:
Ensure your Google Sheet has the necessary columns for input data and result fields
For Person ICP: Ensure columns for Linkedin_URL_Person and ICP_Score_Person at a minimum
For Company ICP: Ensure columns for Linkedin_URL_Company and ICP_Score_Company at a minimum
Configure the Airtop module:
Set up the Airtop module to use the appropriate LinkedIn extraction prompt
For Person ICP, use our provided prompt that extracts individual profile data
For Company ICP, use our provided prompt that extracts company profile data
Customization Options
While our templates work out of the box, you might want to customize them for your specific needs:
Modify the ICP scoring criteria: Adjust the point values or add additional criteria specific to your business
Add notification triggers: Set up Slack or email notifications for high-value leads that exceed a certain ICP threshold
Implement batch processing: Modify the workflow to process leads in batches to optimize performance
Add conditional logic: Create different scoring models for different industries or product lines
Integrate with your CRM: Integrate this automation with your preferred CRM to get the details added automatically for you.
Real-World Applications
Here's how businesses are using this automation:
AI Sales Platform: A B2B AI company could implement this workflow to process their trade show lead list of contacts. Within hours, they can identify the top 50 prospects based on ICP score.
SaaS Analytics Tool: A SaaS company could implement LinkedIn enrichment to identify which companies fit best. The automation processes weekly leads and categorizes them into high, medium, and low priority tiers, allowing their sales team to focus on the most promising opportunities first.
Best Practices
To get the most out of this automation:
Review and refine your ICP criteria quarterly: What constitutes an ideal customer may evolve as your product and market develop
Create tiered follow-up processes: Develop different outreach strategies based on ICP score ranges
Combine individual and company scores: For B2B sales, consider both the individual's score and their company's score for the most accurate prioritization
Perform regular data validation: Periodically check the accuracy of the automated scoring against your actual sales results
What's Next?
Now that you've automated your ICP scoring with LinkedIn data, you might be interested in:
Setting up automated outreach sequences based on ICP score thresholds
Creating custom reporting dashboards to track conversion rates by ICP segment
Expanding your scoring model to include additional data sources
Implementing lead assignment automation based on ICP scores
We can't wait to see how you use this automation to transform your lead qualification process. Visit our integration page to learn more and start building your Airtop workflows with Make today. Have questions or need support? Our team is here to help.
Happy automating!
