Customer Pain Points: Find, Define and Improve

1. Know Your Customer Pain-Points to Improve Lead Quality

2. Introduction • Client pain-points can be explained as “a problem or need a business or company aims to solve in order to retain or enhance their customer-base.” • It’s significant to identify the pain point that drives your business. • Sometimes this can be clear; however some pain points can be ambiguous. • Unless you classify and work on the pain-points, there is no way that you are going to grab an effortless deal.

3. Ways to Identify Pain-Points • Presentation Agenda: • Ask Questions • Don’t be a “Crocodile Agent” • Pay Attention to Body Language & Voice Tone • Pause • Make it More Prominent

4. Ask Questions • The best approach to get the customer talking is to guide them in the early conversations.  • Introduce your company, mission, and goals and then roll the ball over to the customers.  • They will then slowly start talking about themselves, their company and different verticals. • Refrain from including close-ended questions in your pitch; instead, search for information using open-ended questions. • Incorporate the call center software solutions with the leading forums as well as social media platforms. • When you communicate with them, do not try and force your opinion on them. • Have a list of questions that you want to ask.

5. Don’t be a “Crocodile Agent” • “Crocodile sales-persons” are usually the ones who are a part of the ‘tell and sell’ approach. • They are always pitching. • Effectively listening to the clients helps them to bond with you without difficulty. • It is essential that you let them talk continuously. • It is also necessary that you keep yourself engaged in the dialogue. • Do not ask the client to repeat the same information.

6. Pay Attention to Body Language & Voice Tone • Body language & Facial expression habitually express pointers that the client does not even know. • Do not keep the focus only on the face. • Watch for changes in the voice tone as well. • If the buyer shifts to a happy tone soon after being disconcerted, it implies that he is considering your product as an answer. • All these are said to be hidden signals while conversing with the buyers.

7. Pause • In the beginning, it will appear awkward to give needless pauses while the client is talking. • However, in the long run, this method might actually work out for the company. • The more you allow him to talk, the better you will understand him. • However, do not overuse this as too many pauses make the client uncomfortable.

8. Make It More Prominent • Simply identifying the pain point is no good. • It is vital that you make the clients understand about the same and also show them how you can help them get rid of it. • Talk more and more about their issues • They will either accept the proposal or will completely shunt you away. • Whatever be the case, it is important that you make the concern more prominent so that they feel it more and can better understand what should be done to make it right.

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