Identifying Customer Pain Points @MikeMarko1

Description
by Mike Marko
On this video, I'm wanna talk to you about pain points. Now, we've already narrowed down your audience and you know who you're talking to so that way you can really focus in on the people that you really want to get your message out to.

You need to understand what their pain points are. What makes them stay up at night? What problems are they trying to solve that you have the skills and ability to help them solve? That's their pain points.

A great exercise that I have my clients do is to really come down to is list at least 10 pain points, problems that they have that you could potentially solve. Now, I'm not talking about the actual pain, what's keeping them up, not coming into the solution.

If we're talking about restaurant owners, the restaurant is empty. That is a pain because they realize they have an overhead they have to take care of versus we don't wanna talk about more customers or more patrons. And the reason is you wanna talk more about the pain.

Start focusing on the pains they have because it's gonna help you later on in your advertising. This here, more patrons or more customers is really a solution to the restaurant being empty. Okay?

This is like looking at things from a painkiller versus a vitamin aspect. This is a solution. Having more patrons and more customers is great, it's like taking a vitamin. It's great to have, but the pain is my restaurant is empty. How do I solve that? So, sure more customers and more patrons will be the solution for it, but really the problem is my restaurant is empty. Okay, that's the problem they have.

Maybe another problem might be the cash flow versus expenses, too high. So the cash flow is too low I mean. Too low. Okay? So, for instance, like here your problem might be the cash flow is too low and they're not running in the black, they're running in the red. That's the problem.

So then by focusing on problems like that, what are all the problems they're having, not potential solutions but the actual pain that they're having, you list all those pain points down. Because this is gonna actually help you overall really understanding what the problems are of your customer.

We're forcing you to write down at least 10. It makes you really think. It's like the first couple are gonna be easy for you. They're gonna come to mind right away, but these other ones are equally important because it's actually gonna force you to think about other possible pain points that they have that are related to your services that you can help them with.

Once you have this extensive list and if you can do more than 10, do more than 10.That's even better. Pick the top three. Those top three are gonna be really...And you might even find that some of these points are going to be related to those top three. You might be able to group them around each other. I find that quite often is once you've done this list and done it as extensively as you can, you may find a few of these you might be able to bundle together and still gets your top three, and really define the top three pain points.

And those top three are based on this. First of all, it has to be something you can solve or help them solve. It's got to be based towards your ideal customer, right? So. if you pick pain points you don't really care for solving or find it's not within your expertise, you don't feel comfortable doing it, then that's not a good top, top three.

Okay, top three. So, first of all, like I said, it's something you can solve, it's something you wanna solve, and also something that's important to your target audience. Again, that's where target audience comes into play because you can pick all you want, but you need to have something also relevant to your target audience.

So, you're gonna have to weight things out. Obviously, it has to be relevant to your target audience, but something you can help solve, too.

And so, if you find that there's disconnect between what you can solve and the main pain points for a target audience then maybe you need to rethink things and use this, and go back through your exercise on your target audience again, and come back to the pain points and see what you need to do to help them solve things.

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Video: Mike Marko - Identifying Customer Pain Points

[thepresentcoach]

actually when it comes to pain points, we just only find them by FEELING, not WHAT IS/ WAS. If refer to the golden circle by Simon Sinek, The restaurant is empty is WHAT level not WHY level. It can be seen by others that there is no customers going in. So the pain point here i suggest that is the Feeling of the Restaurant owner, you have to put your shoe in this owner shoe. that pain point can be feeling worry, insecure, stressful and heading to shutting the restaurant while seeing the standby costs that run the restaurant without profit.

[SulaConsulting]

Thank you very much for sharing this great video! A very simple but powerful way of identifying our customer's pain points indeed!

[loniepouchie]

Thank you so much for sharing this video! I’m doing a value proposition for sequence’s and I was struggling with the pain points.

[ChrisNjigha]

Customer pain points are critical for giving solutions to help them! Good stuff!