If you offer a product that customers don’t need, no matter how good it is, it won’t have the success you expect. But what if you knew what the needs of your target audience are? What really matters to them about a product or service like yours. We talked about Pain Points and why it is necessary to strategize around them.
What are Pain Points?
Customers’ Pain Points are defined as the problems or needs that consumers encounter when using products or services of a company and that generate a negative feeling as a result.
Companies work to solve their consumers’ pain points. However, many of them do not really know the pain points of their target audience. In other words, the question is how to anticipate and recognize these needs.
We differentiate four categories:
- Financial Pain Points. Customers notice that they overspend money on a company’s products or services. Its goal is to reduce such expense.
- Productivity pain points. Loss refers to the time of dialogue with suppliers.
- Process Pain Points. The need of the client in this case is to improve the processes with a more efficient company.
- Customer support pain points. The attention is not adequate or expected by the customer in the sales or after-sales process.
Why it’s important to spot customer’s Pain Points and how to achieve this
Knowing what affects or worries our customers must be seen as a fundamental part of the strategy. It will help us position ourselves better. It will also help us to map out the strategy and actions, as well as to face the competition. How to find out the customers’ pain points?
+ Qualitative research
The first and perhaps most important step is to know how to listen to the customer to detect before anyone else what they want to improve: look for other suppliers, a better after-sales service or perhaps what interests them most is to obtain a more competitive price. The actions of sales representatives or online surveys in which we know the opinions of our niche market can be very valuable.
+ Analysis of blogs and websites
Another good strategy to know the Pain Points of potential customers is to be aware of the publications on websites or blogs of the sector. What problems arise and what solutions are offered? Don’t forget to read the reviews!
+ Keyword analysis and frequent searches
In addition, we have the option to analyze keywords and frequent searches on the Internet in order to detect what consumers want to achieve or change.
+ What is your competition doing?
You always have to be aware of where the competition is moving, also as a resource in our search for Pain Points. The business approach of the competition can help us improve ours.
+ The work of the sales team
Your sales team will be the one that is closest to the current customers, so you have in your hand the opportunity to know what shortcomings, needs, complaints or aspects of improvement they present. The suggestion box on our business website is a very valuable source of ideas.
On the other hand, it is also interesting to work side by side with the company’s customer service team. To analyze what are the most frequent problems and where to start solving them.
Knowing how to guide your steps to satisfy the Pain Points of your current and potential customers will be very useful. But remember that having the best partner for your imports is the way to guarantee the success of your strategy. And that is precisely the job of IBMH, to collaborate with hardware companies like yours. Manage your imports of furniture and construction hardware from China so that you can see the profitability of your business grow. Contact us today and find out how we can optimize your imports to the maximum!