One thing I do before setting my daily tasks is to check my schedule.
Whether it’s a coaching session or a client discovery call, if my calendar tells me, I’ll be busy, that means one thing: I’m going to talk to people.
I bring this up because you need to talk to them if you want to find your clients’ pain points.
I know you’re wondering: Maikol, why spend time talking to a person when I could create an online survey with a click, for example? That makes sense, and I did it too.
But the thing is, they won’t tell you exactly what’s not working.
Yes, the online survey will tell you about their pain points, but without going deep and telling you the exact language, your clients use to describe their pain points.
People love to talk about themselves.
So don’t be afraid to invite them to talk about what they’re going through and how you can help.
Having conversations can reveal a lot!
And today, I want to share with you the best ways I’ve learned throughout the last year to identify your clients’ pain points and make the most of your conversations.
Why investigating your clients’ pain points is crucial for your business?
The number one reason why finding your client’s pain points is crucial for your business is just your business itself.
Knowing and understanding your clients is vital for a profitable and purposeful business.
You are in charge of providing solutions to people’s problems. So, think about it.
The more you find out about their needs, the more you can capture those problems and ultimately create a better service.
Also, if you specifically understand how your ideal clients describe their pain points with the language they usually use, they will connect with you.
1. Be interested
If there’s one thing I want you to take from this post, get curious.
One of the biggest lessons that I’ve learned as a coach is to not fall into the trap of following a script.
How many times has this happened to you?
Focusing your energy on thinking solely on what about you’re going to say next.
I mean, I’m not saying that having some questions ready to ask is terrible. But if you want to get into what’s happening in their business, let your curiosity grow.
Here’s the thing: instead of thinking about the next question you want to ask, keep the conversation flowing.
Show them you’re interested to know more about their pain points.
It’s not always easy, of course, to get another person to open up so that you can be interested in what they are saying.
But I promise if you’re willing to stay curious and commit to going deeper, you’ll get those priceless insights you’re looking for.
Dig deep because there are always other pain points behind a paint point.
2. Ask curious questions
What’s the best way to discover their pain points?
I always try to engage with follow-up questions based on what they want to change.
As I told you before, having some questions prepared is good but let the conversation flow.
Here’s a guideline for you, ask questions about:
- their business journey and what they are working towards
- something they mentioned as a struggle on their social media
- what you think they could improve
- frustrations they’re facing on a daily basis that will cause them say: “I feel x, I think y, I did z”
– What’s the thing you feel that could be improved?
– What would you like to change about how things are in your business?
– How would it feel if you could solve this problem?
The more curious you are the deeper you can go.
3. Listen deeply!
There’s a big difference between being present and waiting for the next question.
Are you listening or just waiting to talk?
I’m telling you because I wasn’t really into this when I first started my coaching practice.
I focused on giving people the right advice and suggestions, and I wanted to impress them.
It was more myself, sharing actionable tips.
People don’t care about being impressed. People want help.
Want to help your potential client discover their pain points? Just listen!
Listening to people is a real commitment, but if you’re willing to listen to what they are struggling with, people will tell you everything about their problems.
Whenever I see the temptation to talk about myself, I immediately get back to them.
Seriously, this has to become your mantra: keep listening, be present and focus on them.
4. Mirror back what you heard
Mirroring is a powerful way to identify your client’s pain points.
This practice consists basically in repeating what your clients share with you.
Let’s say you’re having a conversation with a client, and you asked them about their pain points.
Once they have told you about their problems, mirror back what they’ve shared with you.
I hear you’re having difficulty in____because____Is there more?
Make sure you hear what’s being shared and track all the information they share with you. Then keep listening and allow the conversation to unfold.
Mirroring develops deep relationships and lets your potential client know that you care.
Also, it helps them feel seen on an emotional level.
It shows that you’re committed to understanding your client’s pain points.
The more you practice mirroring back, the more clients’ pain points you can identify.
Now you have everything to make the most of your conversations and find out your customer’s pain points so that you can deliver the right solution.
Knowing and understanding your target market is vital for growing your online business.
Do you feel stuck and don’t know how to get your next client?
That’s why I’m here to help you!
My 12-week coaching program is designed to give you all the tools you need to connect your business to the people you love to serve and turn them into clients.