Do you know the pain points of every single client you work with? You cannot solve your clients’ problems if you are not aware of what they are and that means you are not giving your clients everything they need. Knowing your clients’ pain points are a must for your business. You will use those pain points to create an overall strategy for each client.
Finding Your Clients’ Pain Points
Of course, trying to determine what your clients’ pain points are is not as easy as it should be. I start this process on the intake form by asking for the top three things they are stressed the most about. I recommend making sure your clients understand their stresses and anxiety do not need to be just from their business. Anything stressful should be included in their answers.
I also recommend doing your discovery calls on Zoom. This is an excellent way to learn more about your clients because you can see their facial expressions. They can also get a better read on you as well. During my discovery calls, I make sure I ask specific questions to learn more about a potential client’s pain points.
This is important because most of the time you will get answers that include, “My bookkeeper is charging too much” and “I don’t think my bookkeeper is doing a good job”. In my experience, those responses are usually given despite the bigger picture.
You must dig deep to get to the bottom of their frustrations with their current bookkeeper. A few possibilities could include:
- The bookkeeper is not sharing pertinent information in a timely manner.
- The client doesn’t know how to read the reports and their current bookkeeper is not teaching them how to read them or understand them.
- If the client is not reading the reports, they are running their business reactively.
- The client never seems to have any money in the bank to cover their expenses despite the business showing profits.
These are actual pain points clients have when they tell you they need a better bookkeeper. And when a client thinks they are being charged too much, they might really be saying they do not think they are getting enough value for the money they are spending.
Once you know your client’s pain points, you can tell them exactly how your services are the solution they need. Your client will be thrilled you will teach them the story their numbers tell on an ongoing basis. After all, they are looking for someone who is proactive and can partner with them to grow their business.
The best part is you will never need to sell your packages. As soon as a potential client understands everything you are delivering, they will be ready to sign the contract and get started. So, discover those pain points quickly and deliver the solutions your ideal clients are looking for!