The only thing worse than being a liar is being a bad listener. If you think you’re in the business of selling math tools, but your customers see you as the guy who will listen to their problems, then you’re going to be a very successful salesperson.
The world has no shortage of articles offering advice on how to overcome customer pain points. Many of them are generic and don’t address the specific issues faced by sellers in the education sector. It’s also easy for salespeople to fall into the trap of creating elaborate tactics that sound great on paper but fail to translate into real-world results. Visit RisePath to get more information.
This article will teach you how to identify and overcome customer pain points using tried-and-true techniques that have been used by top salespeople across industries for decades.
What’s your biggest concern?
The most effective way to overcome customer pain points is by finding out what they are. This can be accomplished through open-ended questions such as “What’s your biggest concern?” or “How do you feel about this product/service?” The key here is asking questions without leading the client in any direction; they’ll tell you exactly what they want if they feel comfortable doing so.
Pain points are the problems your customers face that keep them up at night, that they wish would just go away. They’re the problems your product can solve.
Why do you need to identify and overcome customer pain points? Because pain points are what drive customers to buy products. When in pain, people want relief. They want a product that will make the pain go away and return them to normal.
When you identify a customer pain point and show how your product can relieve it, you provide motivation for a customer to buy from you rather than from a competitor.
Identify Customer Pain Points
Identifying customer pain points is a crucial first step in creating content that will attract customers to your business and lead them through the sales funnel. But how do you find out what these pain points are? You ask customers and potential customers directly:
- What problems are they facing that they wish would just go away?
- What worries keep them up at night?
- What tasks are they doing that they hate?
- How long do these tasks take them? (The longer, the more painful.)
- Are there any other sources of frustration in their lives that your product could help with?
It’s an unavoidable fact of business that your customers will sometimes have pain points. Some of these pain points may be the result of product issues, and others are a side effect of the customer’s unique circumstances, but all pain points need to be addressed.
The first step in addressing customer pain points is, of course, to identify them. Unfortunately, this is easier said than done. In order to properly identify and address these issues, you need to know what the customer feels is a problem. This means that you have to do some research and legwork to figure out what exactly their pain points are. Here are a few ways to get started:
- Read over your support tickets
Pay close attention not to how many tickets there are for a particular issue, but rather how much time each one takes for you or your support team to resolve. If it’s taking too long for your team to respond or resolve a problem, it may be indicative of a larger issue.
- Talk with someone in sales
Salespeople are often the ones on the front lines when it comes to interacting with customers on a regular basis. They can often give you a good sense of which areas users struggle most with.
How to identify your customers’ pain points?
What’s most important to consumers when they’re buying a product or service?
The answer to that question will tell you what your customers want, which is a critical step in developing an offering that attracts their business. Your customers are looking for a solution to a problem, and if you can offer that solution, then you’ll be able to sell your product or service. But how do you find out what kind of solution your customers are looking for?
You need to determine their pain points. A pain point is a problem that your customer is experiencing and would like to get rid of. Uncertainty about the future is one common example of a pain point, as is the hassle of managing complex business processes. Whatever it is, understanding the nature of your customers’ pain point will help you develop products and services that solve these problems.
There are many ways to identify your customers’ pain points and drive change to overcome them. Market research is one of the most important ways to gain an understanding of your customers’ needs, wants, and pain points. Surveys, focus groups, and interviews are all excellent resources for understanding your customers.
Customer reviews are another way to learn about your customers’ pain points. A simple Google search will lead you to a variety of review sites for different industries. From there you can see what people are saying about your company (and its products or services) and what they aren’t saying that might also be important.
Listening to customer feedback on social media channels is another great way to understand what issues may be plaguing your customers. Not all feedback will come in the form of complaints; sometimes, customers just want clarification on a certain topic. Either way, you can use social media as a tool for identifying customer pain points, which will ultimately help you improve their experience with your brand as well as help you develop new products/services.
- Not all customers are created equal.
There are plenty of people who will pay money for your product or service, but some customers are more valuable than others. It’s essential to identify your most profitable customers and focus on winning their business.
This is where pain points come in. A pain point is a specific problem that your company can solve for your customer. They make your customer’s lives easier and better in some way, and they’re what drives people to make a purchase. Pain points are so important because they help you determine who the best customers for your business are, and how you can win them over.