11/24/2023
The 5 stages of solving your client's problems (without selling).
When was the last time you bought something worth north of $100 instantly?
If you are like me, not very often (almost never).
It used to take an average of 7 times before customers purchased a product.
However, today a customer needs an average of 21 touchpoints before considering a product or service worth > between $100 and $500.
A touchpoint can be a customer landing on your:
(not in a particular order)
• Ad
• Bio
• Call
• App
• Live
• Link
• Event
• Email
• Article
• Website
• Podcast
• Message
• Webinars
• Newsletter
• Testimonial
• Landing page
• Word of Mouth
• Content on social
• Social media profile
• Search engine results
• Educational email course
Quality matters, of course, but most founders don't even have all these 21 touchpoints covered.
So, for those founders, the question is more like "Which of these assets do you currently have? And which are you missing?".
That's an important step to consider which of the 5 buying stages is left unchecked:
Stage 1/ Problem Unaware
At this stage, you have to educate yourself on the mistakes people often make in that industry, considering the alternatives and their pros & cons (fill that gap).
Stage 2/ Problem Aware
At this stage, you have to present the benefits of solving the problem they acknowledge they have but for some reason haven't solved yet.
Stage 3/ Solution Aware
At this stage, you have to present your service in alignment with the problem your clients' find most painful and willing to pay to solve (fill that gap).
Stage 4/ Solution Considering
At this stage, you have to present your solution as the ONE in the market or use another value proposition to stand out from the other competitors.
Stage 5/ Decision/Purchase
At this stage, you have to remove all friction (unnecessary steps) to purchase and communicate clearly your process from A to B with minimal effort for the client.
Would you agree? Let me know in the comments.