Here's as simple exercise to put yourself in your client's shoes and link your solution to their needs

1. Put yourself in their
Shoes

2. Here’s a simple exercise to help you
put yourself in your prospect's
shoes

3. You
You
Have call center
analytics
software
You offer very affordable
analytics for small
companies that need
analytics, but can’t afford
the big company prices

4. You
You
Have call center
analytics
software
You offer very affordable
analytics for small
companies that need
analytics, but can’t afford
the big company prices
Your ONE thing could be:
“We offer affordable
analytics for small to
mid-sized call centers”

5. Put yourself in their
Shoes

6. Your Prospect
Small Call Center
• They aren’t in the market
for software. They’re
pretty happy with using
spreadsheets
• They’re about to grow
really rapidly with new
clients.
• They’re worried about
how to grow fast and
maintain service. They’re
going to have to hire a lot
of people really quickly,
including new analysts
• They won’t have to hire
as many people if they
use your service – your
software automates
analytics
You
Have call center
analytics
software
You offer very affordable
analytics for small
companies that need
analytics, but can’t afford
the big company prices

7. Your Prospect
Small Call Center
• They aren’t in the market
for software. They’re
pretty happy with using
spreadsheets
• They’re about to grow
really rapidly with new
clients.
• They’re worried about
how to grow fast and
maintain service. They’re
going to have to hire a lot
of people really quickly,
including new analysts
• They won’t have to hire
as many people if they
use your service – your
software automates
analytics
You
Have call center
analytics
software
You offer very affordable
analytics for small
companies that need
analytics, but can’t afford
the big company prices
Uh oh..
They aren’t looking
for analytical
software

8. Your Prospect
Small Call Center
• They aren’t in the market
for software. They’re
pretty happy with using
spreadsheets
• They’re about to grow
really rapidly with new
clients.
• They’re worried about
how to grow fast and
maintain service. They’re
going to have to hire a lot
of people really quickly,
including new analysts
• They won’t have to hire
as many people if they
use your service – your
software automates
analytics
You
Have call center
analytics
software
You offer very affordable
analytics for small
companies that need
analytics, but can’t afford
the big company prices
This doesn’t sound
like the right place
to start the pitch

9. Your Prospect
Small Call Center
• They aren’t in the market
for software. They’re
pretty happy with using
spreadsheets
• They’re about to grow
really rapidly with new
clients.
• They’re worried about
how to grow fast and
maintain service. They’re
going to have to hire a lot
of people really quickly,
including new analysts
• They won’t have to hire
as many people if they
use your service – your
software automates
analytics
You
Have call center
analytics
software
You offer very affordable
analytics for small
companies that need
analytics, but can’t afford
the big company prices
Problem
Aware
They are concerned
with other problems

10. Put yourself in your prospect’s shoes
and tell them how you can add value

11. Your Prospect
Small Call Center
• They aren’t in the market
for software. They’re
pretty happy with using
spreadsheets
• They’re about to grow
really rapidly with new
clients.
• They’re worried about
how to grow fast and
maintain service. They’re
going to have to hire a lot
of people really quickly,
including new analysts
• They won’t have to hire
as many people if they
use your service – your
software automates
analytics
You
Have call center
analytics
software
You offer very affordable
analytics for small
companies that need
analytics, but can’t afford
the big company prices
How can you
add value?
“We help fast-
growing call
centers scale
rapidly and improve
customer response
time and service”

12. Your Prospect
Small Call Center
• They aren’t in the market
for software. They’re
pretty happy with using
spreadsheets
• They’re about to grow
really rapidly with new
clients.
• They’re worried about
how to grow fast and
maintain service. They’re
going to have to hire a lot
of people really quickly,
including new analysts
• They won’t have to hire
as many people if they
use your service – your
software automates
analytics
You
Have call center
analytics
software
You offer very affordable
analytics for small
companies that need
analytics, but can’t afford
the big company prices
How can you
add value?
“We help fast-
growing call centers
scale rapidly and
improve customer
response time and
service”
This is your NEW
“ONE thing”
Now it matches your
audience’s start point

13. Your prospect:
“Oh wow.. That’s interesting.
How can you help us grow?”

14. You:
“We offer analytics that help small
call centers grow rapidly with fast,
affordable technology”
Your prospect:
“Oh wow.. That’s interesting.
How can you help us grow?”

15. You:
“We offer analytics that help small
call centers grow rapidly with fast,
affordable technology”
Your prospect:
“Oh wow… I’d like to hear more.
How can you help us grow?”
Your original summary works as an explanation later in the pitch
The analytics solution fits better now that you created a link between
what you do and how you solve their primary concerns about growth
and service

16. Bonus! You’ve linked your solution to
their pain point