Creating a list of customer pain points is one thing, but if you want to get to the heart of these issues, you need to understand your customer’s world. What’s their industry like? What are their day-to-day experiences like? Are their pain points symptoms of deeper issues? As you dig into the Four Fs framework, dive deeper into the cause of their issues using these steps.
1: Ask questions to uncover root issues
Ask customers what’s going on with their business on a broader scale. Discuss what’s going well, what’s not, what goals they’re trying to reach, and what’s standing in the way. Find afghanistan phone number list out specifics, like what’s hurting sales, slowing processes down, or otherwise keeping them up at night. Beyond issues with their product or service, understanding their business or industry landscape can open your eyes to bigger problems you may not have known about, for which you may have a good solution.
2: Actively listen to what they say and build rapport
Really listen to their answers. Rather than float possible solutions or offer your own perspective, just listen to their frustrations. This is a chance for you to gain valuable insight and build rapport with your customers. Only interject to ask for clarity or more details when needed. Repeat key points back to the customer once they’ve finished to confirm you’re both on the same page. For example, you might say, “If I’m understanding correctly, X, Y, and Z are your biggest concerns right now. Is that right?” This gives your customer a chance to validate your assumptions and shows them you’re engaged.