Don’t you just love it when you can help solve someone’s problem, whether little or big? It’s a win-win for both of you. You feel great helping and they feel happy and relieved there is a solution.
Today, anxiety and stress is rampant. Many times, it can be something little but feels huge to the person going through it.
As a business owner, you are a problem solver; your product or service solves a problem for your clients.
But do you know what their pressing problems are, and how solving them will impact their lives?
Chances are you’ve developed at least a simple client avatar. You know their business, age, income and education levels. You know where they live, marital status, and family.
But do you really know what drives them?
We’re not talking about just what they want (we all want more money and free time) but more importantly, you need to know what their biggest pain points are. Figure this out, and you’ll not only be able to better serve them, but your sales copy will dramatically improve as well.
Think about it—if you’re uncomfortable with technology, and once in a DIY (Do It Yourself) mood you destroyed your website during a simple update, then rescuing you from this disaster becomes a huge and immediate pain point for you. Now imagine you find a webmaster who not only works with WordPress, but who also calmly shares examples of how she’s rescued client websites quickly so they can stop freaking out and know that help is on the way. Whew – relief, they don’t have to spend hours wringing their hands, telling themselves how stupid it was to do, and worry about how to get it fixed.
She’s clearly addressed your biggest pain point and understands how you feel, and you’re sold!
The same is true for your potential clients. Show them you can help them avoid those pain points or better yet, eliminate them completely. Paint a picture of how their life will be after the pain is gone —and you’ll forge an instant bond.
But what if you don’t know what causes your clients pain? Great news! You have plenty of ways to find out. Here are a few:
Talk to them.
What do they most often ask or complain about? If I could _______ I would be able to do _____________.
Listen.
Listen in on forums, social media, and other places your audience hangs out. What are they struggling with? Start to keep a list of struggles that come up often that you have the solution they are looking for.
Reader surveys.
These can be a rich source of information in any market. Pay special attention to the words and phrases your readers use to describe their problems.
Spy on your competition.
What pain points are they addressing? Do you see a common theme?
Once you’ve uncovered your ideal clients’ biggest pain points, you’ll have a powerful tool that you can use not only in your sales copy, but it will also help define your programs and service offerings. If you can help your clients overcome the most painful issues they face—whether it’s a lack of self-confidence or a fear of public speaking—you’ll instantly become a more valuable resource in your niche.
And when you incorporate those same pain points in your sales copy, your conversions will dramatically increase as well.
NEXT STEP
If you are ready to enjoy the benefits of a well-defined Target Market, I encourage you to immediately download my free ebook
“ Reach the Hearts & Minds of your Target Market and explode your Business Fast”.
CLICK HERE to download your free copy today.
Bethany Sunny shows motivated entrepreneurs, speakers, coaches and authors how to become irresistible and build a thriving business. With over 25 years of experience as a business owner of 3 successful businesses, she enjoys impacting people’s lives through coaching, training and speaking.
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