Understanding

While empathy helps build a general connection, understanding the specific pain points your customers are experiencing helps to develop a relationship on a much deeper level.

In one of the earlier sections, we looked at the main pains your customers are going through, but from their point of view. To make your own story more relatable, we now need to address them through your own experiences.

Examples:

• I have always been cautious about… (fear)
• My biggest pet peeve with… (frustration)
• It used to drive me mad when… (fury)

Exercise:

Refer back to the exercise you completed in the earlier stages of this program and write down specific examples of your experiencing those very same pain points, how they made you feel and what was the result.