Be the SOLUTION to your customers' PROBLEM | Small Business #Marketing Tips

We like to think the customer already understands they have a problem that needs addressing, hopefully by buying whatever it is we're selling. But the truth is only a tiny fraction of our addressable market understands they have a problem. Some of them are blissfully unaware until the problem is pointed out to them, while others are deliberately unaware. They think it's too much hassle, time, or effort to make the problem go away. Too often we assume the people we're speaking with already recognize there's a problem which when in fact most of them don't. In which case we have to start from where they are, from being unaware or unwilling to admit they even have a problem to a place of realisation and recognition. Now how do we do that? Not by asking problem questions, but by asking symptom questions. Once buyers recognise the symptoms of the problem, they'll be more open to hearing about solutions to the problem.