You’ve invested a lot of time creating solutions to make life easier for your target customers. The good news is you already have a handful of customers using your solutions. But you want to grow your business and capture your fair share of the market. Unfortunately, you're having a hard time connecting with customers.
It shouldn’t be that hard to have a conversation with others about your offer. Should it?
Every interaction you find yourself talking to prospects about the awesome products you’ve created. You even describe all the time your solutions can save people. But, you’ve discovered that sharing all the wonderful features and benefits gets you nowhere fast.
For some reason, people seem to go into the twilight zone with a glazed look in their eyes. Or if they are on the phone, you can tell that they stop listening to what you have to say.
Your pre-canned talk scripts and presentations are missing a few core elements to make you successful. Let’s review some essential truths that can help turn things around.
Four Essential Truths You Must Know
If you reflect back to the beginning of your company, you may recall that identifying your customers’ pain points helped create the products you offer in the first place.
These same issues can help you market and sell. Understanding what annoys, frustrates or hinders your customer gives you psychological ammunition that you can use to build your brand, create trust, and form relationships.
Once you are armed with this knowledge, you can start conversations that creatively focus on your customers’ problems. Since people like to talk about themselves, your conversation should create lots of dialogue.
By shining the spotlight on your prospects concerns, you’re creating a bridge that eventually leads to the solutions you provide. But it doesn’t happen overnight. This form of relationship marketing takes time to build - just like a friendship.
Think about the friends you trust. You connect with them because they get you. They understand what you struggle with and why. They empathize with you, and sometimes they even show you ways to do things that can ease your pain.
Now that you know the secret to connecting with customers and prospects, how can you do your homework to uncover these issues?
Three Tips for Uncovering Your Customers' Issues
Let's look at three tips to uncover the problems that keep your customers up at night:
No matter what you’re doing, it all starts with an engaging interaction that makes you relatable and memorable. When the time is right for them to solve their problem, I guarantee they’ll remember you.
Until that time, let me challenge you to find creative ways to address them in all aspects of marketing and sales.
Don't have enough time to do the research and create a plan? Let me help you uncover your customers' pain points. It all starts with a conversation. Email me today.