Being able to correctly identify the pain that drives a selling opportunity is one of the most critical elements of being able to easily and successfully sell your offline marketing and consulting services. Fortunately for you, if the business pain is acute, uncovering it isn’t that difficult at all.
If you go to a doctor because of severe pain, you readily admit your pain and tell the doctor as much as you can about the situation.
Bottom line … when in pain, you want relief.
The Challenge for Offline Marketing Consultants
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The challenge for Offline Marketing consultants occur when offline prospects are NOT in acute pan. Business owners who are in ‘latent’ pain may not realize the severity of the situation, or may have rationalized there is nothing they can do about it. In situations such as this, getting your offline prospect to admit pain is difficult.
Getting your offline business prospect to admit pain is key if you want to eliminate the ‘usual’ barriers to selling your offline marketing and consulting services.
How To Use This Insight – Considerations To Get You Thinking
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What undeniable evidence of their pain can I produce?
- How can I present my information in a way that’s simple and easy to understand?
- What’s the biggest impact of this pain existing right now?
- What are future impacts if the pain is not removed?
- Is the pain acute enough for my offline prospect to want to take action?
- What other solutions are offered by others that help eliminate the pain?
- Is my solution any different?
On that last point, if your solutions or your solutions are not different to that of your competition, why should anyone bother to do business with you?
Certainly not based on price!
To help your prospects admit pain there are a number of things you can and should do and one of them is identify and present undeniable proof to back up what you say or present.
When you present your case and allow your offline prospect to buy solutions they want from you, then you ‘empower‘ them.
“People buy from people who empower them” (I’ll be writing more about this secret in another post)
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One way to get local business prospects to admit pain and to soft-sell your services is to provide them with a free site review that provides undeniable proof, uncovers and draws attention to the pain of not having enough business and the effects and impact on their local business when they are not (easily) visible in search engine results
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Hi Bayo,
Well I put into action today some of the things that you have taught me over the past few months. I went to show a client 1 website that they wanted me to do a template which I did a couple of days ago. I walked out after 7 hours and answered all their questions with 4 websites to build for them and a cheque. So I am stoked and running on adrenalin.
Tim Apps
http://www.thewebdesignpeople.com
Congratulations and well done Tim.
Sure I provide strong recommendations but also you have to recognize that you are taking action as well. Without action, nothing happens.
You will recall that during the various consulting coaching programs that you have been a part of, I have emphasized the importance of getting the ‘big picture’ and then taking action with what you have. The world isn’t perfect, we aren’t perfect and neither are our prospects and clients — but doing the best you can and course correcting if and when necessary is one of the biggest secrets to success for anyone serious about becoming an expert niche marketing and consulting specialist.
More grease to your elbows sir and thanks for taking the time to share your success story.