Your #Sales Are Poor Because You're Not Explaining Their Problem | Small Business #Marketing Tips

Sometimes the customer doesn't end up buying because you haven't sufficiently described their pain point. That's the problem, issue, or obstacle they perceive that they need to overcome, hopefully by buying whatever it is you're selling. As customers, we're motivated by the degree of pain felt—how serious we believe the problem to be—versus how clear the outcome is—how confident we are that our problem will be resolved. Many marketers focus on articulating the outcome, the result of buying whatever product or service we're selling. But that's only half the solution. Often it helps to understand the degree of pain the prospect is feeling. If you then combine the two, pain and outcome, you get a very powerful way to motivate people to take action. One way to help the prospect understand their pain point is to help them understand the cost of not taking any action. Next time you're in a sales situation, simply ask them, Well, why not do nothing? Their answer will tell you how much the problem matters to them and how much pain they're having.