Ask HN: I'm lost. How can I define ICP (Ideal Customer Profile)?

I successfully completed a pilot with a customer in niche industry. But it’s difficult for me to reach out to other customers.

In the meantime, we had inbound customers for our horizontal approach until we lost some SEO keywords.

Many mentors and investors recommended us to focus on narrow ICP, but it hasn’t worked for us yet while losing the organic traffic because of the tries.

What should I do? Should I rollback?

I’m lost and frustrated.