Identifying Pain Points

By: ActionCOACH Team

Date: 01 / 11 / 2024

In business, we identify the client’s pain point. Then we offer a solution. It’s a pretty basic exchange. But, sometimes, identifying a pain point can cause befuddlement.

Remember, unless the potential customer is experiencing some sort of pain point, they are not going to buy your product.

So, how do you go about doing this? Go to the source. Schedule a meeting with the potential client(s). And then really listen to what they have to say. However, during this process, we have a few tips.

First, don’t come across like a predator. Too many salespeople go in for “the kill” and that’s just not a way to do business. It also tends to lend itself to canned sales pitches with boring presentations in which the client has zoned out. Second, remember, you’re trying to glean information as much as a sale. Don’t come across as slimy.

But neither can you outright ask potential customers what isn’t working about your approach. You have to be subtle. Nobody is going to give you ammunition to sell to them. You can get your questions answered by asking open-ended questions.

Third, it’s as simple as this: when you have a real discussion about a potential pain point, rather than plunging into your solution, prospective clients are far more likely to share their issues with you.

Finally, bear in mind that people, in general, love to hear themselves speak. In fact, most people are just waiting for their turn to speak. That’s why active listening is a thing. Your mission is to tease out as many pain points as possible. This is the ideal time to begin speaking about the solutions you can offer.

Reason #1: Different styles and methods of business coaching don't work for everyone

It's important to be honest with yourself and conduct a realistic assessment when it comes to business coaching. Though business coaching can have many benefits, it might not work for everyone.

Every individual brings their own experiences and values to the coaching dynamic, so results will vary. Additionally, some individuals might need more than just a coach. They might also need specialised knowledge or communication strategies specific to their industry or target audience. Below are a few key factors to consider:

Reason #2: There is no clear focus or vision (talk about time dedication here too)

cIt's important to be honest with yourself and conduct a realistic assessment when it comes to business coaching. Though business coaching can have many benefits, it might not work for everyone.

Business coaching is an effective tool for developing a clearer focus and vision for growing your business. A good coach will help you to take a comprehensive look at your strengths, weaknesses, and available resources that can be used to reach those goals. They will also help you draw up action plans with step-by-step instructions to get there.

By providing honest feedback and being patient throughout the process, a business coach can make sure that you’re on the right track. This will enable you to set realistic milestones and tasks.

These tasks may need dedicated time outside of coaching sessions. For example, a coach might help a client develop a marketing strategy or implement new systems for managing employees. However, if the client does not have enough time to devote to these tasks outside of coaching sessions, progress will likely stall.

Both the coach and the client must have enough time available to reflect on past experiences, brainstorm new solutions, and test out different strategies. If either party is rushed or distracted during coaching sessions due to other commitments or obligations, they may struggle to fully engage in this process.

Effective business coaching also requires a commitment to regular meetings and ongoing communication. If either the coach or the client does not have enough time to dedicate to these meetings, progress may be slow or nonexistent.

It's important to recognise that business coaching is an ongoing process that takes time to yield results. While some clients may see improvements after just a few sessions with their coach. Others may need months or even years of consistent effort before they begin seeing real changes in their businesses.

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