Where does it hurt?

If you want to communicate more effectively with clients and prospects (or anyone) and motivate them to act, you need to understand what makes them tick.

You need to know what they want and what they want to avoid or stop.

We’re talking about pain (what they want to stop) and it’s ugly cousin fear (what they want to prevent or avoid). Nothing motivates people to act more than these two felons.

When you understand someone’s pain, you can offer them relief. Someone is in trouble, they want to be rescued. Someone is threatened, they want protection.

When you know where they hurt or what they fear, you know what you need to say to get their attention.

You can also persuade them that you can deliver the outcomes they seek by referring to ideas and examples from their industry or market and by telling stories about clients you’ve helped overcome similar problems.

Before you talk to another prospective client, write your next article or email, or create your next presentation, take some time to discover your target market’s pain or fear, and the words they use to describe this.

One easy way to find their pain points is to find groups where your target market hangs out (Facebook, LinkedIn, et. al.) and search for words that indicate pain or problems.

General words like “help” or “trouble” or “discouraged” can point you in the right direction. More specific keywords related to what you do will give you additional fodder.

Note how people describe their problems and their pain, their frustrations, and their failed attempts to fix what ails them.

You don’t need that much. A few details, a story or two, can go a long way.

When you better understand your target market and what you need to say to the people in it, you’ll get more prospective clients to see you as the right attorney for them.

For more places to find your target market’s pain points, check out my video course on using email for marketing your services.

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