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Guides
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August 31, 2022
12 min

Lead’s pain: your business’ reason to be

Why knowing your lead's pain is important?

If you are aiming for a scaling business, you want to reach the people facing a pain your solution was created to resolve.

1. Selling your solution to the ones who need it

a. Your target

The more you get to know your audience, the easier you can find the ones who will make the best use of your product and contribute to promoting it.

To facilitate and speed up your sales process, you have only to address the leads matching your criteria (defined in advance with your sales strategy: persona, ICP, etc). And to know which will benefit from your solution: the ones that are facing a pain that you want to relieve.

🔗 https://www.hotjar.com/blog/user-personas/

b. Finding your champion

Once you know which lead to target, you want to find the profiles that fit perfectly with your solution. To reach out to the right employees in your Accounts, you need to know who are your champions and always seek to address them first and foremost. Because they will help improve your product at all its stages of development (to get the best product-market fit) and will be your best testimonies to convert more customers.

c. The best way to reach your leads out

Knowing their pain is knowing how to approach your leads: if they feel that you truly get what problems they are facing at work, they will be much more willing to understand your solution. That is why you want to collect as much as information possible about their problems and work context.

This way, you will be able to use multiple variables in your outbound to create proximity with your leads. They will feel understood and included in your pitch.

So using your lead’s pain in your outbound is also the best way to convince them to progress thanks to your product.

If you are addressing prospects in an early stage of your FUNNEL, they might not have a conscience of their problem or its importance. And using their pain context is an efficient way to grow their awareness of their needs.

You can also use their pain points to highlight your value proposition and present yourself as a true problem solver.

Product love

2. Where to find your lead’s pain?

There is a place where you can find all of the problems your targeted Accounts are willing to solve: job listings and adverts.Let’s get through their information to know how to interpret them:

a. How to read a job offer to discover the pains of the recruiting company    

First things first: sizing a company problem. The number of open positions for a trade can easily show are important and urgent the pain is.    

For instance: if a scaling company is recruiting 10 salespeople, it probably means that they can’t handle the amount of entering leads and go through their sales process. Otherwise, if a SaaS company is recruiting 15 tech people, this probably is a sign of fundraising and their need for human resources to develop the next stages of their product.    

What you need to look next in the job offers are the missions and tasks, they are the heart of the pain.    

For instance: In a job advert for a talent manager, if the missions are about growing the operation team and finding the next company’s talents… the heart of the pain is in the recruitment itself.    

Otherwise, if the missions are about onboarding the new talents and making sure they feel integrated… The heart of the pain is in the turnover of their employees and retention issues.    

Finally, you can also find the context of the pain in the job descriptions. They can help you understand how and why the company is facing this pain.    

For instance: In the talent manager job offer, you can read “is looking for an experienced and passionate Talent Manager to support and guide our hiring managers throughout the end-to-end recruitment process”… One can deduce that their hiring managers don’t succeed in attracting talents and keeping them interested in the process to hire them in the end.    

🔗 https://www.lonescale.com/articles/how-to-fuel-sdr-bdr-teams-with-highly-qualified-leads

Recruiting

3. How to rightly integrate lead’s pain into your actions

a. Outbound campaigns with buying intents: cold emailing

Once you've got all the information you need, you can use them to personalize your outbound's campaigns.

LoneScale to Salesforce to lemlist

Step 1: Lead generation with LoneScale

🔗 https://help-center.lonescale.com/en/articles/5972386-create-a-workflow

Step 2: Integrate your leads in your CRM

🔗 https://help-center.lonescale.com/en/articles/6436700-push-the-results-of-your-workflows-in-your-crm

Step 3: Reach your leads out with a personalized cold e-mailing campaign

🔗 https://help-center.lonescale.com/en/articles/6405210-playbook-highly-qualified-leads-from-job-offers

The important here is to insert as much as variables that you can for your recipient to feel like you really care about his history and pains.

b. Outbound campaigns with buying intents: multi-canal

LoneScale to Hubspot to aircall and lemlist

If you feel comfortable with the cross-over of outbound tools, you can create scenarios that multiply the points of contact.

🔗 https://help-center.lonescale.com/en/articles/6383288-cold-campaign-personalized-with-detected-tools-multi-canal

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