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Jamin: Hey guys, today we�re talking about finding pain points.
Josh: Hey everyone, Bob Marley said, �When the music hits you, you feel no pain� which
is completely true for music, but not the case when it comes to business pain. This
week�s topic is all about finding pain points. Jamin, how would you define a pain point?
Jamin: A pain point is very similar to asking questions. Really, it�s finding out more
about the clients, what they deal with on a daily basis, but even more so when finding
a pain point, having a specific goal. It�s talking to the customer, setting up a meeting,
having questions that uncover a specific need that the customer deals with on a daily basis,
that�s an issue or cumbersome and you�re either minimizing it or taking it away completely.
Josh: Got it, got it. What I hear you saying is the goal is to have your client and prospect
see value in working with you without you really having to tell them why. You help them
see the pain. You help them see that you can solve the pain. Really, you�re not selling
it all. At that point you�re a consultant and a solutions provider which is the best
place to be when you�re trying to sell anything. Jamin: Business partner is what you are.
Josh: Yep, yep. Given some examples, what are some question examples, how do you do
this in your day to day job? Jamin: When you�re setting up a meeting
with a client or a prospect, it�s going to be in a more specific environment, not
something that�s going to be in the front lobby. Make sure you have their attention.
The first question would be ask the prospect or client, what task takes up the majority
of their time every day? It�s direct, to the point and you�re just saying what it
is on the daily basis that you did with that is cumbersome, that you have to deal with
that�s an issue and just dive in. First, maybe they�ll give you 10, 15 different
options of things they deal with on a daily basis. Figure out which of those tasks that
you can actually care of or relieve with your services. Just ask them directly, �What
are some tasks that you deal with on a daily basis ongoing?�
Next, drill down a little bit deeper. What issues have you had in the past with vendors?
You are having that meeting with that client or prospect to become a potential vendor.
You don�t want to duplicate errors that other vendors in the past have done, right?
You want to eliminate that by saying, �What issues have you had in the past with vendors?�
You�re just being conscientious of starting a new relationship that�s going to start
off positive. Lastly, �Do you have billing issues with
your vendors?� This is something that I�ve seen in my industry many times in issue with
vendors. I�m going to be more specific by saying, �By the way, do you have issues
with your billing department?� Even if they say, �No, I don�t.� Then they�re already
saying, �Oh man, my billing department, maybe my shipping/receiving has issues with
vendors.� You�re getting them thinking of that already that this person is trying
to solve something. For me, the client is looking at you and saying they�re trying
to solve a pain point for me. They�re going to think of other things that might come to
life that you can solve. Josh: I really like that because I think you
found that billing issues are a pain in the industry as a whole. You can automatically
go in there and start there. That�s key. Learn from one experience and apply it to
the next, and the next, and the next. For me, in doing that exact thing, I sell something
that�s really intangible. Every time I sell, it�s a new custom solution because we build
custom websites. One of the things I start out with because it�s a pain that�s prevalent
is mobile responsiveness. Most people don�t know that by 2016 internet users, 80% of them
roughly, are going to be visiting your site from a mobile device. That raises a question,
�How does your website look on a mobile device?�
When you show them that and they didn�t even know that that trend was on the rise,
they go, �Wow, my website looks horrible.� That allows me, A, to look like an expert,
which is you, and B, they are selling themselves on what I have to offer at that point which
is huge. Jamin: You become superman in their eyes.
Josh: I love putting the cape on. Jamin: You just put the cape on and you start
solving problems left and right. They�re saying, �Wow, this guy actually is a problem
solver. I want him on my team.� Josh: I want him on my team. I�m going to
share in the description below this video, a link to an interview on Mixergy.com with
a guy named Dane Maxwell. Jamin: Great guy.
Josh: He is. One of the things that he does is he has created this methodology called
idea extraction which he drills down to find a pain point where he can actually build a
business around that pain point. Which even if you�re building a business that�s great,
if you�re not, if you�re just trying to become a better salesman. It�s a huge technique
that you can learn to effectively drill down to the core pain that someone is experiencing
position off of that. One of the ways he does that which I�m going to share right now
is asking the question, �What else? Tell me more.�
In your example, you get to a point where you find out, wow, shipping and receiving
causes them some sort of pain. What else, tell me more about that? You can find exactly
what it is and then position off of that and you�re going to be light years ahead of
anyone else who might be competing for that business.
Jamin: Blows them away. Every time you walk in that door they�re going to be like, �Value.�
Josh: I love it. Jamin: This guy is just going to take something
away from my day right now that I deal with. I love him or her, either one.
Josh: That�s right. Jamin: Like I said, superman cape.
Josh: Sum it up for them, dude. How do they become superman?
Jamin: Three takeaways from today�s topic so you can start putting on that cape is,
number one, focus approach to find a relevant pain point. Don�t go on with a shocking
approach, but sniper approach. Find one thing that you can solve. Number two, show the client
value by uncovering their needs, so find the pain point, uncover their needs and then start
working towards solution for those specific pain points. Lastly, do not resell the same
service. Everybody is already selling to your clients right now something that is going
to take care of their daily business or their interactions with just a bit of this world.
Essentially what you�re doing is you don�t want to resell a service. Don�t resell a
product. You want to come in there and create a new need for them to want to work with you.
Josh: That�s right. That�s right. I think that sums up everything. Get out there. Start
asking better questions and listening drilling down to the pain points so you could become
a better salesman. I think that sums up this week. We will see you next week.
Jamin: Put on that cape. Josh: Hey everyone, Bob Marley said one thing
about � Jamin: Reset. Reset.
Josh: Why does this set up make me so much more nervous than the last one?
Jamin: It�s intimidating. Josh: It is. It�s so intimidating.
Jamin: Like high brand, high quality. Josh: There are three lights in my dome right
now. Okay. (Music)
how-to-find-business-pain-points (Completed 07/22/13)
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