Posted By Rayne Provost,
Tuesday, September 03, 2013
Updated: Wednesday, April 09, 2014
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When I'm with a client or prospect, I'm told to pay close attention to pain points. Why is this important?Pain points are irritations, frustrations, things that cause stress, or something that someone is wanting to fix. Many times, the bigger the pain point ... the bigger the opportunity ... and the quicker the engagement.
When talking to clients or prospects, they don't usually say, "This is my pain point." It's up to you to watch and listen to what what they say, and how they say it. Ways to learn more about their pain points:
TIP:Not every big pain point is a big project. But understanding a client or prospect's pain point results in clients who are happy to work with you ... again and again.
- What do they say are their biggest, most frustrating or most urgent problems they are facing?
- What kind of emotion do they show while talking about this issue?
- Ask questions about the issue if they show (or you hear) some emotion. Repeat what you heard so they know you understand the reason this is important to them.
Clients tend to shop around less if you:
What are ways you uncover pain points?
- Listen closely to hear the client's pain point - the real need that is important to them.
- Have the client feel you completely understand their problem.
- Brainstorm with the client to explore solutions they believe will address their pain point.
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