Mary Gillen has 24 years of Web development experience to build responsive, accessible websites for tech companies, associations, non-profits, and small businesses, blending professional design with measurable business results. She is also an experienced Website Accessibility Compliance Auditor, providing website testing & remediation for compliance with Section 508 and WCAG 2.1 A, AA & AAA Guidelines. Her experience also includes testing and fully remediating Adobe PDFs, Microsoft Office documents and pre-recorded videos.

Have you heard that people buy a product or service because it eases or solves a pain of some type?

Often in general conversation, when people learn what service you offer, they will share why they don’t have one. By talking to the prospect and listening for their pain points, you can be a “pain-solver” for them.

A few examples:

PAIN: They know they need to create an inventory, but would rather spend time with family or friends.
SOLUTION: You can do the inventory while they spend time with loved ones.

PAIN: Fear financial loss if they have a fire, theft, or natural disaster.
SOLUTION: An inventory helps the client receive an equitable settlement.

PAIN: Concerned that family arguments will happen when serving as the executor of an estate.
SOLUTION: Provide an inventory for the property now to help prevent issues later.

PAIN: Possibly uncomfortable transition prior to marriage when merging 2 families.
SOLUTION: An inventory is less costly than a prenup and provides details of each person’s assets.

PAIN: Having so many collectibles they can’t remember all of them.
SOLUTION: Provide them with a Collections Inventory.

PAIN: They know they need an inventory but don’t know how or even where to begin.
SOLUTION: They feel more confident when a professional completes the documentation.

By determining the prospect’s pain points, you can let them know you can help.