Constructing Solutions to Customer’s Problems
Once you have identified your target market member’s problems, it is time to construct your solutions.
Take out your notebook of pressing problems and begin listing possible solutions on each page. Keep this list loose and broad. You should list EVERYTHING that comes to mind, even if you cannot personally provide a solution right now. It’s important that your solution list is comprehensive, so whatever comes to mind, list it on the page.
Once your list is complete, go back and, if possible, try to assign a $$$ figure to both the problem and solution. Is a messy desk really worth a $2500 solution? It could be, though the reason may not be readily apparent to the uneducated consumer. If you find yourself stumped, try asking yourself what you would pay for the solution. For example, you may not be willing to pay $2500 for an office organization solution, but you might be more than willing to spend $500 for it.
As you review and assign value to your list of problems and solutions, keep track of the compelling reasons your clients need to understand in order to see value in the solutions you have listed.
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