Successful products and services in any industry are designed to help potential customers solve a problem. Most likely, a lot of thought and time has been put into solving a problem and pinpointing which customers would benefit from this solution.
Pain points may vary across industry, but they usually fall into four categories; financial, productivity, process, and support. Once you identify which category the pain point falls into, you can provide the most appropriate solution.
For example a customer with a financial pain point might be spending too much for their current solution and is in need of a more affordable option. Or maybe they are wasting precious working time with an inefficient product. Once you identify these problems you can offer appropriate solutions and highlight how your product solves their concerns.
Here are some tips to keep in mind when speaking to potential customers so you can get the most out of your pain point discovery.
1. Listen Carefully
Make sure that you actively listen to what your customer is saying. By listening closely, it will be easier to identify their pain points and offer valuable insights.
By showing your attentiveness and concern, you build trust and your customer is more likely to share more. Once you know more about your customer, you’ll know which of your products would be the best solution to offer.
2. Avoid making Assumptions
Never assume that you know a customer’s pain point from the start. Your assumption will cause you to lead the conversation in a certain direction, when the pain point might be something else entirely. This can impede your finding the real solution that your client needs.
3. Ask the right questions
The ‘right’ questions will likely vary according to your industry and audience. Regardless, there are some types of questions that can be helpful in any situation. Asking your customers open ended questions avoids limiting your conversation and leads to a fuller and more open discussion. With open ended questions, you give the customer more freedom to answer so you can identify their needs as well as their problems.
Below are some questions that you can ask your customers to get the conversation started and discover their pain points.
What are the main challenges your business is facing?
What negative effects is this problem causing?
What have you done to try to solve this issue?
Why isn’t your current product or service not solving your problem?
How much is the issue costing you in time, money, and resources?
How much longer can you afford to have the problem go unresolved?
If you really want to discover your customers’ pain points and offer them the best solution, make sure to listen closely and ask the right questions. Fully understanding their needs is the only way to solve their problem.