---
title: "ICP Discovery"
canonical: https://wavect.io/zh/skills/icp-discovery/
language: zh
description: "免费 AI 技能，强制给出具体的理想客户画像：买家、触发点、支出，以及在哪里找到 50 个这样的人。可在任意 AI agent 中运行。无需注册。"
image: "https://wavect.io/img/general/bak/open_graph_preview.jpg"
---

GTM · Free AI skill

# ICP Discovery

逼你具体。说出客户、触发点、痛点。

一个 ICP 盘问者，它摧毁像'中小企业创始人'这样含糊的画像，逼你说出一个真实的买家、触发购买的情境，以及今天就能触达五十个这样的人的渠道。

[在 Claude 中打开 →](https://claude.ai/new?q=Please+fetch+and+follow+this+Wavect+skill+carefully%3A+https%3A%2F%2Fwavect.io%2F.well-known%2Fagent-skills%2Ficp-discovery%2FSKILL.md) [阅读 SKILL.md](https://wavect.io/.well-known/agent-skills/icp-discovery/SKILL.md) [预约免费通话](/zh/contact/)

`https://wavect.io/.well-known/agent-skills/icp-discovery/SKILL.md` 📋

## 它能做什么

ICP Discovery 用一个会购买、会留存、会推荐的客户的行为与经济画像，取代人口统计式的猜测。它进行 switch interview，把你真正的买家与那些悄悄流失的客户区分开，并梳理采购委员会，让你不再向错误的人销售。

## 什么时候用

- 你无法用一句话描述你最好的客户
- 因为营销面向所有人，CAC 在上升
- 流失很高却没有明显的产品原因
- 外呼或付费获客无法转化
- 一次转型刚刚改变了你卖给谁

## 工作原理

1. **摧毁当前假设** - 它会质疑每一个抽象，一个行业、一个公司规模、一个画像，直到你能说出一个真实情境中的真实头衔。
2. **进行 switch interview** - 借助 Alan Klement 的 Forces of Progress，它找出一次真实购买背后的推力、拉力、焦虑与习惯，以及在买家之间反复出现的触发事件。
3. **定义反向 ICP** - 它对流失进行细分，识别出你应当主动拒绝的客户，让他们不再稀释你的指标和路线图。
4. **梳理委员会与渠道** - 它区分最终用户、内部推动者和经济买家，然后做可触达性测试：你能在两小时内找到 50 个匹配的名字吗？

## 你会得到什么

- 行为 + 经济维度的 ICP 卡，不是人口统计的糊涂账
- 把用户变成买家的那个触发时刻
- 可达性测试：你能在 2 小时内找到 50 个吗？

## 适用的框架

- Forces of Progress
- Switch interview
- Minimum Viable Segment
- 采购委员会三角
- 反向 ICP
- Jobs-to-be-done

对于 ICP 是'所有人'的团队，Wavect 会尽早说不。具体不是可选项，而是全部的关键。

## 深入了解

- [Switch interview 与细分](https://wavect.io/.well-known/agent-skills/icp-discovery/reference/interview-and-segmentation.md)
- [采购委员会与渠道](https://wavect.io/.well-known/agent-skills/icp-discovery/reference/committee-and-channels.md)

## 关于ICP Discovery的常见问题

### ICP Discovery 是免费的吗？

是的。开源、MIT 许可，可在 Claude、Cursor 或任意 AI agent 中免费运行。无需 API key 或注册。

### 产出是什么？

一张行为与经济维度的 ICP 卡片：头衔与公司画像、触发时刻、采购委员会、反向 ICP 的排除标准，以及在哪里找到五十个匹配的买家。

### 我的 ICP 是'中小企业创始人'。为什么这是个问题？

因为那是一个人口统计的笼统集合，而不是处在某种情境中的买家。该技能强制给出触发点、支出和渠道，这正是真正的市场进入打法所需要的。

### 它适用于 B2C 吗？

在存在采购委员会的 B2B 中最为锋利。其核心方法，找到触发情境以及刚刚经历它的人，适用于任何市场。

## 更多免费 Wavect 技能

[产品 PMF Advisor 别再瞎猜你有没有 PMF。](/zh/skills/pmf-advisor/) [定价 Pricing Strategy 干掉 cost-plus。找到 value metric。收它该收的价。](/zh/skills/pricing-strategy/) [工程 QA Advisor 像资深工程师那样审你的测试。](/zh/skills/qa-advisor/) [转化 Website ICP-Fit 搞清楚为什么对的访客没成单。](/zh/skills/website-icp-fit/) [高客单 High-Ticket Conversion Architect 设计能成 $10k+ 单的落地页。](/zh/skills/high-ticket-conversion-architect/)

[查看全部六个技能及安装方法 →](/zh/skills/)

## 想要我们和你一起做，而不只是给你做？

这些技能只是工具。自 2018 年以来，我们一直用它们在真实客户合作中干活：fractional co-founder、全栈交付、QA 负责人。如果你更想要一个真人和你一起下战壕，约一个免费电话。

[联系我们 →](/zh/contact/)

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