Turning Customer Pain Into Gain 10 Ways To Turn Pain Into Gain If you are a technology company who struggles with marketing, you are not alone. Many tech companies are tired of the frustration and mystery of marketing and customer satisfaction. There is a better way to attract clients. The secret is to turn their pain into your gain. Start by asking customers about their pains. Then gather information on how to solve those worries, frustrations and concerns. Let me ask you this (now be honest): Do you really understand the problems of your prospects and customers? Or do you just think you know? Make no doubt about it, the stakes are high. Wrong marketing messages will cost you potential clients and lead to more struggles and frustration. So here’s how to become a new customer magnet. Each group of prospects experiences its own unique frustrations and pains. What’s the secret to crafting a marketing message that will maximize your attraction factor? Ask them (or have someone ask for you) about their pains. Start by asking a sample about their ideal professional or consultant, and then segue into problems. Listen carefully to the exact words they use (you will want to mimic them in your marketing messages). When you interview some current, past and potential clients about the pains you solve, here are 10 questions you should always ask:
Each market experiences its unique frustrations and pains. The secret to crafting a marketing message that will maximize your attraction factor is to identify these problems and the pain and suffering prospects feel as a result of those problems. As the old adage states, "People don’t care what you know, until they know that you care." Truly identifying your market’s predicament tells them that you understand and empathize with them. To help you unlock the secrets of your prospect’s pain, technology marketing research experts Chris Stiehl and Henry DeVries will work with you to create an interview guide and then interview (using proper interview techniques such as active listening) from five to 10 companies for you (customers or prospects). (Henry DeVries is a published market research and consulting professional with over 20 years of experience.) You will receive an in-depth look into their pain areas that you help solve. The research gives you a snapshot of what the pain is, who owns the pain, what options they have considered or tried to ease the pain, and how this pain impacts them financially. Then we will come present to your team the results of the Pain of Customer research and how to use this to generate more leads, convert more leads into clients, and improve the design of your services and products to make them more attractive to clients. Here are some Chris and Henry seminar evaluations "Thanks for participating in yet another CWA event and sharing your wealth of knowledge with our attendees. You received fabulous reviews on the evaluations, which is nothing less than what I have come to expect." Virginia Hamilton, Executive Director – California Workforce Association"Thanks to you, the Hawaii one-stop center staffs, youth councils and local workforce investment boards are thinking about all their customers and have the StiehlWorks tools to strategize the improvement of services... It was rewarding and fun to have you here. Thank you for coming, caring about customers and sharing your skills and stories." Sybil Kyi Executive Director - Hawaii Workforce Development Council"The presentation you created connected with our attendees and was highly rated (4.77 out of 5). They were very enthusiastic about your insights and ideas. Congratulations on a job well done!" Andrea Bone - State of Washington Employment Security Department"Thanks for contributing your talent and expertise to the MBA-In-A-Day Forum. Your evaluations were 4.9 on a 5-point scale! That most certainly contributed to the success of the day." Tom Stubberud, MBA-In-A-Day"The evaluations from your marketing presentation were outstanding - mostly 4's and 5's out of 5- and all of the feedback I've gotten has been very positive. Great job! Thank you again!" Betsy Bracken, Carlsbad Chamber of Commerce"Your presentation at our last Breakthroughs in Branding seminar was very well received. The average speaker rating was 4.08 out of 5.00 and you were well above that rating with a 4.34 -- the highest rated speaker within your panel of presenters." Paul Schwartz, High-Tech Marketing AllianceCustomer research and workshops of this kind can cost $15,000 to $25,000. Because this is a new joint venture for Chris and Henry, we are offering a beta version of this on-site seminar (including the custom interviews) for up to 10 people for $7,775 (plus meeting room costs and travel if the workshop is presented off site). Click here for a flyer with more details. For further information and booking availability, please contact chris@stiehlworks.com (619-516-2864) or henry@newclientmarketing.com (800-514-4467).
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