How do you know your prospects’ pain point before you even meet with them?
http://peterabbott.co.uk/catalog/view?slug=Motilium Your prospects are sitting in their office or at home. You are trying to get your message out to them.
So, how do you know their neck bleeding pains? Here are a few practical tips to help you discover their most urgent pains before meeting them.
1. Look at the big picture
Try googling the following terms:
“ [your client’s industry] trends 2016”.“top challenges [your client’s industry] 2016
You will find lots of article talking about the recent trends your target clients are facing.
Look through the articles and ask yourself:
http://disegnoworks.com/?p=1774 “How does my service help my prospects solve their problems and capture the opportunities?”
2. From the competitors:
“What are their competitors doing that my target client is not? How can my product / service help them do this?”
3. Talk to the insiders:
More simply, you can ask: “What are the biggest challenges this company is facing right now?” and get lots of inspirations from the insiders.
How do you discover industry insiders?
Look at your past colleagues or check LinkedIn to see whether you are connected with people within the industry.
If someone you know is connected to a particular industry insider, you can also ask for a business introduction.
Check out here about how to ask for business introduction as a pro.
Company executives are often interviewed. And during the interviews, they would talk about their new projects and the challenges they face, which could be their most urgent pain point.
Pay close attention whenever your target client is being interviewed. They might just spill out their challenges.
A client of mine was targeting Mirus International as a client. Here is the link we found out where Mirus International talks about challenges they face exporting to China.
You can also keep track of your target client’s news by creating Google Alert on the company. Google when email whenever there is any news about your target client. It’s super easy!
5. LinkedIn or company news
Once you found their urgent pain point that you can solve with your product/service, you can start to frame the entire sales conversation around it.Want to know what I would say to the potential client? Feel free to check out my word-for-word sales scripts to converting conversations into cash.
So, what are your prospects’ neck bleeding pains?
Share with me and I can show you how to start your conversation around it.