However, this end goal is easier to set than to achieve. Here are some examples of what you might hear from prospects who have positioning pains:. Because acquisition is so closely aligned with revenue, successfully identifying a positioning pain and your solution for it is a great way to prove value. Money is a big topic in business, and many business pains are caused by lack of it and solved by more of it.
Every company benefits from improving their financial standing. Here are some examples of critical financial pain points that require serious solutions:. People are at the heart of every business, often constituting both the greatest expense and largest asset. If there are people problems such as the following, it can cause problems in other areas of the business:. If your product or service helps organizations manage, incentivize, or delight employees, you'll take the pressure off those at the top and look like a hero to anyone else involved too.
With people problems come operational problems or maybe the other way around. Your prospects know that the best way to achieve repeatable success is by implementing repeatable processes. If you unearth process pain points, ask your prospect to envision what a smoothly running company, department, or system would feel like and what kind of difference it would make.
It's the job of managers to remove roadblocks for the team so that things get done, productivity remains high, and profit benefits. That said, it's easy to get stuck in the weeds of the business and fall victim to inefficiencies that waste major time. Here are some examples of productivity pain points in business:. If there's something prohibiting a company and its employees from working efficiently and effectively, you can position your solution as a time, money, and headache saver.
When working in a small business, pain points left unsolved have the potential to halt operations altogether. If your customer is a small business, you need to ask questions that address the many tasks a small team has to complete as opposed to a corporation with more hands on deck.
Small business pain points can be across the board such as:. Many of these issues can be addressed with a product or service offering grounded in current technology and consulting.
Small businesses could benefit from workflow automation and proper guidance from experienced professionals. Once you identify pain, you can determine how to solve it for your prospect. This is an incredible tool to leverage as a salesperson since you can become a solution-provider rather than a product-seller.
Here are three tips to start positioning in this way:. This is a psychological technique that can go a long way in building trust with your prospect. Instead of trying to appear impressive by relying on jargon only your colleagues would understand, show your prospect you take them seriously by using their language and terminology.
Find the economic buyer as quickly as possible. Ask your prospect whose budget a purchase would come out of and what teams would need to be involved in a buying decision. There's little point in spending hours with a person who can't ink a deal. If you're selling to multiple teams and one team has completely different priorities than another, you need to know early. If you'll have to go through a two-month legal review process before you can close a deal, you need to know early.
We all know about Settings. That means for every one user that thought they needed to override that setting in the hopes of getting some value, we complicated life just a little for 9 other users. Not to mention all the people on your team that will have to document, support and troubleshoot that setting. Support those efforts to prune where pruning makes sense.
Acknowledge that there will be some short-term pain, but that the long-term value is worth it. Create a culture that rewards the heroic efforts of those that fight as hard to take features out as they do to add features in. Thanks to the HubSpot product team for a being awesome b helping make this article better. Sign up here and we'll keep you updated on the latest in product, UX, and engineering from HubSpot.
Not using HubSpot yet? Why do we have feature bloat? Why do we regularly add features but rarely take them out? So, at a relatively regular rate, we keep adding features. But, more interesting is: Why do we rarely take features out? Why is taking a feature out so hard? Why is it hard to justify taking a feature out?
Why is it hard to tell whether removing a feature is worth it? In order to be implemented, ideas must survive the brutal battle for resources.
Hundreds enter, few survive. And also… Because we think that the resources spent adding that feature are a sunk cost.
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You may unsubscribe from these communications at any time. For more information, check out our privacy policy. Written by Mike Renahan mikerenahan. One short, Liam. You need to understand their pain point, and then explain how your product not only solves it, but actually makes that problem a strength going forward. Odds are, no one can fit a pressing business need in characters or less, either.
Ask questions, of course. Specifically, the same question, five times. So to avoid the same problems coming up again and again, Toyoda would ask his employees why something failed, five times. Why 4 - The alternator belt was well beyond its useful service life and not replaced. Why 5 - The vehicle was not maintained according to the recommended service schedule.
After five whys, the solution to the root problem emerged.
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