Example of working with client problems
Posted: Sun Dec 22, 2024 5:57 am
et's consider how to effectively cope with needs using the example of promoting a web resource. The company has its own website, but no one is working on it. Therefore, it cannot be considered a working tool for attracting customers; it does not contribute to increasing sales or making a profit. The head of the company is visited by the manager of an advertising agency. He suggests optimizing the site so that it can become an effective sales channel.
The manager identifies the client's pain points:
— What is the main purpose of creating the site?
— How much resources, time and effort do you spend on maintaining it?
The client may respond that the site was developed 3phone number identifier philippines to attract customers, increase the company's visibility, but the team does not have specialists capable of ensuring its optimization. The client considers it unnecessary to look for and hire a new person to solve this problem.
Example of working with client problems
Source: shutterstock.com
It turns out that the client's main problem is the presence of a tool that does not perform the functions of attracting clients, and the business owner's fear of unjustified costs, lack of time to solve this problem. The manager focuses on this pain point:
— Who previously managed the site?
— What were the results of this specialist’s work?
— How many additional clients did you plan to attract through the site?
— What profit did you expect to receive with the increase in the flow of visitors?
— How long was the site in the active development stage?
— What feelings did the results of the web resource evoke in you?
Most likely, the client will answer that the site was initially managed by an administrator, but he was fired due to low efficiency. The web resource became inactive.
The manager identifies the client’s individual wishes:
— How would you manage the profits if your site functioned as you planned?
Most likely, the owner has certain dreams, for example, to buy a new car or organize a trip with the family to the sea.
The manager briefly explains how the online agency works effectively, highlighting the services offered, and backs up his words with specific data. A good accent in his presentation will be a comparison of the agency's service costs and expected profit. This can be confirmed by formulas or examples of successful cooperation with other clients. In conclusion, it is worth reminding about personal benefit: "The income you receive in the first months can be invested in your dream."
Download a useful document on the topic:
Checklist: How to Achieve Your Goals in Negotiations with Clients
Frequently Asked Questions About Client Pain
You need to be proactive, constantly looking for fresh ideas, as customers will not come to you to share their concerns. A marketer must understand the problems of consumers, take into account the mood of their target audience and adapt to it.
How to identify current needs on the Internet?
An effective way to determine customer pain points is to analyze popular queries using Yandex.Wordstat. With the help of such queries, you can find out the factors that motivate users to look for solutions to problems. To find out pain points, try entering a question word (for example, how, why, why, etc.) and the name of the product.
How to assess the degree of client pain?
It reflects his awareness of the need to solve the problem, including the use of the product in this process. To understand when a person comes to us with his problem, you can use the Hunt ladder technique. For example, those clients who are well aware of their pain and experience it intensely are located closer to the top of the ladder, while those who are just beginning to recognize the problem may be closer to its base.
How do large companies deal with customer problems?
The Yandex brand claims: "Yandex. Find everything", which reflects the core function of their search engine. As the global Yandex ecosystem has grown, this slogan has become the key message of all marketing initiatives. The company creates a habit in users to turn to them in any difficult situations.
Conduct a competitor market analysis, visit specialized forums, study posts and discussions on social networks, interact with your target audience, research problems that other buyers face, even if they are not related to your business. This will help you understand your customers better.
The manager identifies the client's pain points:
— What is the main purpose of creating the site?
— How much resources, time and effort do you spend on maintaining it?
The client may respond that the site was developed 3phone number identifier philippines to attract customers, increase the company's visibility, but the team does not have specialists capable of ensuring its optimization. The client considers it unnecessary to look for and hire a new person to solve this problem.
Example of working with client problems
Source: shutterstock.com
It turns out that the client's main problem is the presence of a tool that does not perform the functions of attracting clients, and the business owner's fear of unjustified costs, lack of time to solve this problem. The manager focuses on this pain point:
— Who previously managed the site?
— What were the results of this specialist’s work?
— How many additional clients did you plan to attract through the site?
— What profit did you expect to receive with the increase in the flow of visitors?
— How long was the site in the active development stage?
— What feelings did the results of the web resource evoke in you?
Most likely, the client will answer that the site was initially managed by an administrator, but he was fired due to low efficiency. The web resource became inactive.
The manager identifies the client’s individual wishes:
— How would you manage the profits if your site functioned as you planned?
Most likely, the owner has certain dreams, for example, to buy a new car or organize a trip with the family to the sea.
The manager briefly explains how the online agency works effectively, highlighting the services offered, and backs up his words with specific data. A good accent in his presentation will be a comparison of the agency's service costs and expected profit. This can be confirmed by formulas or examples of successful cooperation with other clients. In conclusion, it is worth reminding about personal benefit: "The income you receive in the first months can be invested in your dream."
Download a useful document on the topic:
Checklist: How to Achieve Your Goals in Negotiations with Clients
Frequently Asked Questions About Client Pain
You need to be proactive, constantly looking for fresh ideas, as customers will not come to you to share their concerns. A marketer must understand the problems of consumers, take into account the mood of their target audience and adapt to it.
How to identify current needs on the Internet?
An effective way to determine customer pain points is to analyze popular queries using Yandex.Wordstat. With the help of such queries, you can find out the factors that motivate users to look for solutions to problems. To find out pain points, try entering a question word (for example, how, why, why, etc.) and the name of the product.
How to assess the degree of client pain?
It reflects his awareness of the need to solve the problem, including the use of the product in this process. To understand when a person comes to us with his problem, you can use the Hunt ladder technique. For example, those clients who are well aware of their pain and experience it intensely are located closer to the top of the ladder, while those who are just beginning to recognize the problem may be closer to its base.
How do large companies deal with customer problems?
The Yandex brand claims: "Yandex. Find everything", which reflects the core function of their search engine. As the global Yandex ecosystem has grown, this slogan has become the key message of all marketing initiatives. The company creates a habit in users to turn to them in any difficult situations.
Conduct a competitor market analysis, visit specialized forums, study posts and discussions on social networks, interact with your target audience, research problems that other buyers face, even if they are not related to your business. This will help you understand your customers better.