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How to Use Prospect Pain to Generate Leads

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Finding prospect pain is one key to generating more leads. But it is not easy because prospects can be reluctant to share challenges and often don't even know what pain they have.

If you would like to learn how to get your cold calls, emails, voicemails, and first appointments more centered around the prospect's pain points and challenges, you may want to watch this webinar recording on "How to Use Prospect Pain to Generate Leads". In this training session, we will:

Provide a process to help identify the pain points you solve 
Explain how to get prospect pain to be the center of the conversation 
Share examples of call scripts, voicemail scripts, and email 

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How to Use Prospect Pain to Generate Leads

  1. 1. How to Use Prospect Pain to Generate Leads Michael Halper Founder and CEO SalesScripter
  2. 2. Why Focus on Pain Why Focusing on Pain is Difficult How to Identify the Pain You Help With How to Get Pain into Conversations
  3. 3. We are more motivated to fix what is not working
  4. 4. A Good Way to Grab Someone’s Attention
  5. 5. How to Effectively Use Email as a Sales Prospecting Tool https://salesscripter.com/how-to-effectively-use- email-as-a-prospecting-tool/ An Efficient Way to Explain What You Do
  6. 6. Why Focus on Pain Why Focusing on Pain is Difficult How to Identify the Pain You Help With How to Get Pain into Conversations
  7. 7. Product Selling Sales Pitch Consultative Selling Sales Pitch Company Product Features Pricing Goal: Closing sale Benefits Common problems (Pain) Questions probing for problems Differentiation Customer examples ROI Goal: Starting conversation
  8. 8. A campaign is a set of collection of what can be said while trying to drive demand for a product (group of products) targeted to a particular audience. Phone calls Voicemails Emails Networking Social Media Website Email Marketing Marketing Collateral Salesperson Audience
  9. 9. Phone calls Voicemails Emails Networking Social Media Marketing Product A Phone calls Voicemails Emails Networking Social Media Marketing Product B Businesses Phone calls Voicemails Emails Networking Social Media Marketing Product C
  10. 10. Phone calls Voicemails Emails Networking Social Media Marketing Phone calls Voicemails Emails Networking Social Media Marketing Phone calls Voicemails Emails Networking Social Media Marketing Product A Manufacturers Product A Retailers Product A Medical
  11. 11. Phone calls Voicemails Emails Networking Social Media Marketing Phone calls Voicemails Emails Networking Social Media Marketing Phone calls Voicemails Emails Networking Social Media Marketing Product A Manufacturers Product A Retailers Product A Medical VP of IT VP of HR CFOs
  12. 12. Phone calls Voicemails Emails Networking Social Media Marketing Phone calls Voicemails Emails Networking Social Media Marketing Phone calls Voicemails Emails Networking Social Media Marketing Product A Manufacturers Product A Retailers Product A Medical VP of IT VP of HR CFOs IT Manager IT Director VP of IT
  13. 13. Prospects deny or are unaware of pain
  14. 14. You don’t have much time to work with
  15. 15. Why Focus on Pain Why Focusing on Pain is Difficult How to Identify the Pain You Help With How to Get Pain into Conversations
  16. 16. Identifying the Pain You Help With Your Product 1. Gym Membership Features 1. Weights 2. Exercise equipment 3. Classes 4. Pool 5. Sauna Product
  17. 17. Identifying the Pain You Help With The Value You Offer 1. Lose weight 2. Get healthier 3. Get more attractive 4. Decrease stress 5. Increase energy 6. Decrease medical expenses Product Value Your Product 1. Gym Membership Features 1. Weights 2. Exercise equipment 3. Classes 4. Pool 5. Sauna
  18. 18. Identifying the Pain You Help With The Pain You Resolve 1. Can be difficult to lose weight 2. Not as healthy as they should be 3. Don’t have self confidence 4. A lot of stress in daily life 5. Often tired and fatigued 6. Spending too much on medical expenses Product Value Pain The Value You Offer 1. Lose weight 2. Get healthier 3. Get more attractive 4. Decrease stress 5. Increase energy 6. Decrease medical expenses
  19. 19. Three Levels of Pain Technical Pain • Processes • Systems • People Slow, broken, or manual processes Poor system or employee performance Lack of reliability Business Pain • Revenue • Costs • Services Low revenue / market share / close rate High cost of goods sold / labor cost Poor delivery of services Personal Pain • Income • Career • Work Environment Low bonuses, commissions, compensation No recognition, no promotions / career path High workload, poor work–life balance
  20. 20. Phone calls Voicemails Emails Networking Social Media Marketing Phone calls Voicemails Emails Networking Social Media Marketing Phone calls Voicemails Emails Networking Social Media Marketing Product A Manufacturers Product A Retailers Product A Medical VP of IT VP of HR CFOs IT Manager IT Director VP of IT
  21. 21. Develop one campaign Incorporate and use campaign and sales tools Develop additional campaigns
  22. 22. Why Focus on Pain Why Focusing on Pain is Difficult How to Identify the Pain You Help With How to Get Pain into Conversations
  23. 23. Ask questions to probe for pain
  24. 24. Identifying the Pain You Help With Questions Should Ask 1. How important is it for you to lose weight or get in better shape? 2. How much of a priority is it for you to get healthier or live a healthier lifestyle? 3. How do you feel about your level of self- confidence? 4. On a scale from 1 to 10, how stressful do you think your daily life is? Product Value Pain Qualify The Pain You Resolve 1. Can be difficult to lose weight 2. Not as healthy as they should be 3. Don’t have self-confidence 4. A lot of stress in daily life 5. Often tired and fatigued 6. Spending too much on medical expenses
  25. 25. Share examples of common problems (pain)
  26. 26. SMART Sales System S M A R T ales essaging nd esponse actics
  27. 27. SMART Sales System Sales Methodology Software Platform Professional Services
  28. 28. SMART Sales System Sales Methodology Software Platform Professional Services
  29. 29. SMART Sales System Sales Methodology Software Platform Professional Services Sales Training • Recorded Training Videos • Live Sales Training (virtual) • Live Sales Training (in-person) • Custom Sales Training
  30. 30. SMART Sales System Sales Methodology Software Platform Professional Services • Sales Pitch Builder • Library of Scripts and Templates • CRM Functionality • Email Automation
  31. 31. SMART Sales System Sales Methodology Software Platform Professional Services Sales Consulting • Sales Pitch Development • Sales Process Mapping • Script Assessment Sales Coaching • One-on-One Sales Coaching • Weekly coaching • Coaching Hour Blocks
  32. 32. • By creating clarity for what to say and do, we will help you (your salespeople) to be SMART. • By asking good questions, you will appear SMART. • By appearing SMART, you will be able to make a better impression with the prospects you talk to. • Having more information will make you SMART and this will help you to make better decisions regarding what you do with your time and the prospects your pursue. • By making SMART decisions, you will be more able to use your time wiser and get the most out each day and week. • By being SMART, you will position yourself to sell more and your job will be easier and less stressful. SMART Sales System
  33. 33. SMART Sales System Pricing • Software - $49 per user per month (40% discount for annual subscription) • Sales Training – No cost on YouTube • Scripter Walk-Through (2 hour engagement to create your pitch) - $200 For $249, you will get a full library of sales scripts, emails, and tools
  34. 34. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @salesscripter

Editor's Notes

  • Now let’s dig a little deeper into what pain can look like. There are actually three levels of pain.

    At the lowest level, you have technical pain. This is when things are technically not working well or could be better, and can be often found at the areas of systems, processes, or people.

    When pain is experienced at the technical level, that will usually trickle up and cause pain at the business level. This is where a prospect begins to feel negative impacts in the areas of revenue, costs, and the delivery of services.

    The pain does not stop their as it can continue on work its way up to impact your prospects at a personal level. This is when the technical and business pain starts to impact the individuals in areas like workload, compensation, job security, career growth, and even spill over into their personal life as well.
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