No matter the industry or product type, your goal is to provide solutions that will help your customers get through their pain points. Unfortunately, many of these solutions fail to deliver on their promise.

Pain points are often the daily thorns in your customer’s side. They can range from minor annoyances to complex challenges. But they also have opportunities to provide real value to your customers.

Your preconceived notions can also influence the way you approach pain point discovery. For instance, if you assume that client’s primary pain point is time management, you may ask a different question than when you first met.

The types of questions that you ask will vary depending on the context of the conversation and the target audience. However, these are some of the best conversation starters. There are no perfect conversation starters, but open ended questions allow for more conversation. Leading questions seem to work best when establishing how your clients really feel. These questions have helped me with how to identify customer pain points.

If you really want to focus the discussion on Craftsman style homes, try a more neutral question, like, “How do you feel about craftsman homes?”The second question shows no bias. It allows the client to comment on the property as a whole and pinpoint specific likes and dislikes. For example, the client may be thrilled with the curb appeal while being disappointed with the limited closet space.By leaving the question open-ended, you create an opportunity for learning. 

Through open and free conversations, clients are able to discuss various topics without being limited by their constraints. This helps them develop a sense of urgency and willingness to accept your advice.

When you’re trying to find a customer’s pain points, asking follow-up questions is a smart way to make a connection. Doing so will help you learn about the customer and make them more willing to share their concerns.

You may find that the pain point that your client is experiencing is in sync with the product offerings of your company. This strategy will help you identify which of these issues are most prevalent and which of your offerings can help them get better.

Each question has a marketing-specific answer that will help you get an idea of how the conversation might go.

Knowing what kind of havoc a pain point can cause helps you identify the steps that you can take to address it. This step also helps you evaluate the risks of doing nothing and what the client wants from you.

Knowing the obstacles a client is facing can help you identify potential solutions and help you formulate a plan that will work for them.

The question is about setting realistic expectations. If the client is not happy with the results, they may never be satisfied.

You can also ask a question that helps reveal a client’s pain point in order to allow them to discuss their problems in a unique way. This strategy works for people who are used to dealing with pain.

Engage with prospects and clients by asking open-ended questions. This will help you learn more about their pain points and improve your product.

Author avatar
Jared Lauritsen

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