3 Key Questions to Identify Your Clients' Pain Points

  • Posted on: 20 May 2015
  • By: Leonard Shostak

The best way to create a solid business offering is to provide real value that addresses actual customer challenges. In order to design such an offering, business owners need to connect with their ideal clients to clearly understand their problems. Asking the right questions is extremely important in identifying clients’ pain points and ways to address them. Here are 3 key questions to pinpoint your clients’ challenges.

1. What is your biggest challenge at the present moment?

This is the most direct question to start the conversation with. Identify right away what bothers your clients on a daily basis. Knowing what stands in their way and clarifying why it is such a frustration for them will help you clarify how you could potentially help address the issue with the skills or service you offer.

2. How much of a priority is this to you?

Most people will give you more than one answer to your first question of what their biggest challenge is. Some clients would not even be certain as to which of their multiple challenges is their biggest one. Find out how much of a priority resolving their problem is—that will help you identify which of the challenges they are sharing are their biggest and most pressing ones.

3. What is your biggest frustration in trying to solve this problem?

Identifying and clarifying clients’ pain points is a key step in your efforts to help them address their challenges. Digging deeper to find out what makes it frustrating to resolve those issues will pinpoint how your clients or people who have tried to help them have been unsuccessful in doing so. This is where you can step in and offer alternative ways to address their frustrations.

The ability to listen to your clients with compassion and understanding is one of the most important strengths to develop and work on. Getting into your clients’ heads and identifying their frustrations and priorities will allow you to serve them better by creating real value that addresses their needs and solves their problems.