Discover how to identify In the business world, the rule is clear: there is no business without pain. Pain is the fundamental reason why your customers seek out your company and, after going through your sales funnel, buy the solution you sell. And when we think about inbound marketing
strategies , identifying their respective pain points is part of the process of defining buyer personas.
Knowing the pain points of your company’s
Buyer personas is essential to understanding how your company’s product or service can solve them – and thus ensure a satisfied and loyal customer .
The goal of this article is to show you how to identify the customer’s pain points, what doesn’t work in the process and how this can translate into more business for your company. See below.
Defining Buyer Personas Pain Points
Discover how to identify Just like when it comes to taking care of our health, pain is often our motivation to solve a problem. We often already know that it exists – but until the pain appears, it is common for people not to take the necessary measures.
The same goes for companies. Pain points are germany telegram data also triggers for action. And discovering the pain points of Buyer Personas and offering a solution for them brings greater chances of conversions for your company.
To understand the pain points of your
Personas – and, consequently, of your recent unfollowers customers – try interviewing your Sales team and especially your customer support team . Discover how to identify They are a valuable source of information about what the leads that come to your company are looking for, the most common questions, the most decisive arguments and all the strategies that have proven most successful in conversion.
How to identify which customer pain is real (and which is not)
Due to the hustle and bustle of everyday life, it is very be numbers common for your sales team to simply assume that a particular problem is the customer’s pain point – without even actually confirming it.
This usually comes from assumptions built around the features and benefits of the solution your company offers – but which are not always accompanied by a clear understanding of its benefit to your customer.
If this is how your sales team has been acting, stop right now!
Identifying a customer’s pain point is a rigorous process. It is important for your company to analyze the scenario in which this customer is inserted, brainstorm with the customer and your team, and observe the solutions of competitors that have obtained the best results.
When we think about the B2B universe , it is common to think that customer pain is usually related to:
– Issues related to billing
– Lack of adequate internal resources
–
Difficulties in attracting and/or retaining customers
– Productivity below expectations
But if you really want to understand your customer’s pain, you need to dive a little deeper and seek answers to questions like:
And the most decisive of all: What is the consequence of doing nothing?
When you get these answers, you can identify the customer’s real pain.
And this strengthens your position on negotiations and allows you to act in the sales process in a more proactive way . Because now that your company knows the real pain, you can provide not only the solution, but all types of content, support material and all the triggers to transform your customer’s purchase intention into conversion. Remember: 95% of leads opt for solutions from companies that provide complete content at each stage of the purchasing process .
How to know if a customer’s pain is strong enough to close a deal
Identifying a real customer pain point is just the first step. The second step is to qualify it – to know what the chances are of your company converting this potential lead into a customer.
So, let’s go back to that last question above: What is the consequence for your customer if they do nothing?
How does this impact your customer’s business or life in terms of time, cost, risk or revenue if the solution does not happen within a certain time frame.