What Are Your Offline Pain Points?

8 replies
When we approach offline businesses, we want to find their pain points, and then match your skills and services to bring value and solutions to the business. Discovering the pain points, and their hierarchy, is critical in making your first sale, and establishing your foothold as a trusted adviser to the business owner.

Many times we lose opportunities because, despite the fact the the owner has a migraine, and we're selling migraine medication, the owner's knee is hurting so bad that he/she doesn't even notice the migraine at the moment. Discovering and prioritizing your solutions to your future client's most throbbing pain is key to gaining their business (and trust).

Where are your pain points as an offline marketer? What hurts the most right now, your brain or your knee?

Do you have great technology solutions (SEO, SMS, Mobile Sites, Rep Management) but have trouble translating their value? Are you just not getting enough opportunities (appts, owner on phone) to explain your value? Or are you struggling to get "your price"?

What specific areas of your business are getting bogged down, where are you stuck? Why, do you think, you're not selling as much as you would like?

Let's surface some pain and compile some good advice!
#mobile #offline #pain #pain points #points #selling #sms
  • Profile picture of the author johnny125
    I was trying to do some Offline, but for me it was a really pain to work with some people.

    I was doing some promotion on local newspapers and it also wasn't converting good for me. Maybe I was not doing this good. I don't know, but easier for me was get back to CPA and adsense.
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  • Profile picture of the author Jason Kanigan
    Have a look at my sites for pain points in those fields.

    I also have a list of typical pain points included as a pdf in my prospecting training video package.

    The process, as I explain in the vids, requires several days of investigation. You must call up your existing customers and ask them to go back and recall why they chose to work with you in the first place. After you get a bunch of responses, you can correlate some and develop your pain points. These go in what I call your "core message", which can be built into what you say when you meet new people, your web content, advertising and any other marketing material.

    It's a moving target initially: you're going to have to test to find out which resonate the best and most often. People will give you verbal cues to tell you whether they're working or falling flat. After a while, you'll have a core message that's firing on all burners. This makes your job of prospecting SO much easier...and even FUN!

    Developing specific pain points for your business is a major part of what my clients get me to do.
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  • Profile picture of the author Jason Kanigan
    Well, consider this:

    You have expertise. Your prospect has a problem. If they qualify as a potential customer, and you show them how you can solve their problem with your expertise, you probably won't need references. I rarely need them. People understand that I can help them with a specific issue, and they want to go ahead.

    So I don't think you need to worry much about case studies. They're nice to have, but they only speak to a certain portion of prospects--people who need social proof. Just like the fact that there are people to whom you can explain an idea using a metaphor, and people who just won't "get" it that way, there are people who need proof and people who don't in order to move forward. Question is how are you going to identify one from the other.
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  • Profile picture of the author redlegrich
    I think one of the pain points is translating the technology message into the business proposition message. I'm of course guilty of this as I sometimes feel more comfortable talks speeds and feeds versus what's in it for the potential client.

    Looking forward to checking out your training to see how I can fix my affliction!
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