Identifying customer pain points is the first thing you want to do when determining what to include in your sales pitch. It’s all about finding out what is the underlining pain and what is causing the pain. You can then help them to solve their problem by offering the best possible solution.
Many entrepreneurs I work with assume they know their customers’ pain points. However, without doing the research and analyses, they really do not know what is causing your customers problems. In the search engine optimization world, an assumption is a bad companion. I have seen many entrepreneurs struggle with trying to sell products and services to a target market which was interested but their “pain” wasn’t big enough for them to be financially successful.
These entrepreneurs would never close the deal. They provided information, content, guidance and Q&As for free, but didn’t get the sales they were hoping for to achieve.
There are five stages of pain our ideal client is going through from feeling a little uncomfortable to desperately needing your products and services. Only by identifying your customer pain points, can you give them proof that you are the best solution on the market.
There are many different reasons why customers work with you and not with your competitors.
1. You understand their pain points much better than your competitors.
2. They trust that you can help them solve their issue quickly and easily.
3. You speak in terms they understand but much more in the “language” they understand.
Below is the step-by-step plan we use at Sozial Monster to identify our ideal client’s pain points.
Step-By-Step Plan For Identifying Customer Pain Points
First Step: Ask Your Ideal Client To Speak about Their Organization and Really Listen and Hear.
- Ask open-ended questions.
- Ask about who are they, what do they do, and what solutions they provide.
- Have a real in-depth business discussion and start listening.
- The longer you allow them to talk, the more they will share, and you can tap into a deeper level of their pain.
Second Step: Find Out What Type of Pain Your Ideal Client is Experiencing and Question Why.
Ask entrepreneurs and businessmen about their struggles and 99.9% of people will say, “Don’t have enough capital”, “Don’t make enough money”, “Don’t have enough time in the day to accomplish what I want to.”
Does this mean that every entrepreneur or business has the same struggles? Generally speaking, yes. But the underlying cause of their pain points can be very different. This could be due to their current situation, their personality, mindset, or beliefs. If a customer complains “I lack positive cash flow,” you can show them ways to increase their cash flow. They will at least be curious and will listen. It still doesn’t mean they will buy from you, but you are starting the process of building and nurturing the relationship.
Find out what type of #SMB pain your client is experiencing and question why. #painpoints Click To Tweet
Try and find out their personal pain points and what is causing them. Providing solutions will start the bonding process and help you build a successful relationship. Some of the more common personal pain points are:
- they experience physical pain (they cannot sleep at night, feeling restless, very nervous, get angry easily)
- they experience mental pain (overwhelmed, stressed out, burned out)
- they experience emotional pain (feeling misunderstood, judged, not heard)
- they experience spiritual pain (hate their business and their clients, want to give up)
Third Step: Ask what motivates them.
What gets you up in the morning and keeps you going throughout the day? Ask your client what motivates them.
- Why are they in business? What really motivates them to keep going?
- Find out what their real, underlined needs are.
- Compare this with the pain points they shared with you earlier.
- Look at the bigger picture and see how this correlates to your own situation.
Fourth Step: Let your client know that you had experienced a similar situation.
Share your personal experiences and challenges that are similar to what your customer is going through. They want to know that you understand what they are going through.
- Give them examples on how you handle situations.
- Don’t forget to make a point that others helped you to overcome these pain points and what it took to overcome them.
- Providing real life stories shows you not only learned from the experience but succeeded in overcoming your pain points.
Fifth Step: What is the value in having their business pain removed.
There is a lot negative energy in dealing with pain points. It takes away from your time, money, and motivation.
Removing a pain point from your client’s business or personal life will not only bring you positive energy but also help you to fulfill your business goals much faster and more effectively. It helps in building the relationship and brings you closer to closing the business deal.
Sixth Step: Start with the pain point that is the most disruptive and devastating.
Entrepreneurs and businesses often have more than one pain point and they can be on different pain levels too. Letting one pain point grow unattended and they will start developing a second pain point, such as feeling burned out can lead to sleepless nights or worrying about money can lead to less enthusiasm about work. One pain point left unresolved will create another one.
How can you stop this cycle for your client?
- Help your ideal client identify their most disruptive/devastating pain point in their business.
- Help them address their heavy pain point. This may lead them to share your helpful advice with others of your ability to be a trusted resource, thus getting you more leads and growing your business.
You can see how beneficial identifying and knowing your customer pain points can be for their business, and for yours. Every pain point appears because there is a weakness in the business.
It brings new opportunities to make their business better, create a bigger impact, or make a difference.
Create a customized step-by-step plan for your business where you put your own secret sauce into the mix. Have fun on your journey. There is a lot of personal satisfaction in helping your client succeed. If you need some guidance just contact us, our demand and sales lead generation team at Sozial Monster is here to support you!