Prospecting PAIN vs Pleasure to Attract New Clients | Glitch #38

When you start prospecting pain vs pleasure, you want to identify how people can relate to you and what you're selling. People buy with emotions. They're either avoiding pain or seeking pleasure❓What are your customer's pain points?

Category: Business Growth, Sales

Why is yesterday's elevator pitch glitch important? It helps to communicate what you do in a short period of time.

But more importantly, it could pique the curiosity of someone to have a future conversation. In other words, it's a lead-generation tactic.

Embrace the pain points of your customers and clients. This is a friendly reminder if you haven’t downloaded the elevator pitch worksheet from yesterday.

🎯 Goal: No one likes pain, but pain presents an opportunity to solve a problem.

Knowing why your customers are buying from you (or someone else) helps you easily sell your products and services.

🚧 Actionable Item: Get specific with the types of pain and fears your future clients may have that you can remedy.

Articulate 3 different kinds of pain a customer experiences and why they buy from you. Talk to your current customers if necessary so you can hone in on why they bought from you and what problem you solved for them.

💥 Example: If you sell insurance, the pain could be that the prospect never hears from their agent unless there's an increase in the renewal.

a. We help clients who are frustrated with renewal increases but can't get a hold of their agent.

b. We help clients uncertain about what coverages they have and if it's enough for the premium they're paying.

c. We help clients who are confused with how to know what insurance they need before they need it.

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Welcome to the Biz Glitch 366 series where we discuss 366 mistakes that we've made and seen in business over 6 decades combined.

We'll share a mistake of the day aka GLITCHES. We've organized the 366 glitches into 21 categories. Accounting, Bookkeeping, Branding, Business Growth, Business Operations, Business Structure, Credit Score, Culture, Customer Service, Cyber Security, Financing & Financials, Human Resources (HR), Insurance, Marketing, Mindset, Legal Issues, Outsourcing, Sales, Technology, Training/Education, Website Management

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