The next step in building a buyer persona selling pitch is identifying the pain you resolve for that particular buyer.
What is pain?
Pain refers to what is not working well or could work better for your buyer. By adding this to your selling pitch, you will not only improve your ability to grab the buyer’s attention but also communicate in a language that they will more easily understand.
Each Buyer Persona Can Have Different Pain
The power of implementing a more buyer persona-based sales messaging strategy starts to really show when you realize that your buyers will have different pain points. Even though your product does the same thing for different buyers, it can help them solve different problems.
Let me give you a quick example. Suppose we sell software that automates inventory ordering for a manufacturer. In that case, we can see that this software will save the operations manager time on ordering and provide better reporting for the VP of operations.
Since the product helps these two individuals in different ways, it might make sense to treat them as distinct buyer personas in our sales pitch. We can also look at the benefits we provide to them to get ideas about the pain points the different buyer personas might have.
We help the Operations Manager decrease the time spent processing orders. This means that some Operations Managers might experience the pain of spending too much time manually processing orders.
And we help the VP of Operations improve reporting. We can use that benefit to think about what it might be like not to use a product like ours, and that might be where a VP of Operations struggles to get the key inventory and cost data they need to run the operation and make timely decisions to minimize costs.
How to Use Pain in Your Selling Pitch
Once you identify the pain points for each buyer persona, you can use that content in many places in your sales pitch.
The pain points you resolve can be very powerful in a cold-call script and can be used either at the beginning of the call to communicate how you can help or as a last-resort option to share with the prospect when they are trying to shut you down.
Your pain points can also be used to make great prospecting emails and voicemail messages. Sharing a few pain points in your message can be a great way to sound more like a consultant and less like a salesperson, and this can help you improve your ability to get in.
And please note that focusing your sales pitch more on pain is a good step forward. But taking that one step further to have a different selling pitch with different pain points being mentioned for the different buyer personas that you sell to is where you will begin to separate yourself from the rest.
Also, Read Step 5 in Writing Sales Scripts that Target Buyer Personas
