Strategy

Have You Identified Consumer Pain Points?

Brand Positioning, Exercise 1

There may be many attributes of your brand, but you can’t be everything to everyone or you will lose focus and the consumer will lose focus too. Having a clear identity results in a strong position.

Let's do Exercise 1 of my book "Brand Positioning" right now. Get out your notebook (analog or digital) to jot down your ideas.

First, brainstorm

Think of all the pain points your consumer has for which your product is a solution. You might be able to think of one right away, but take the time to consider additional pain points. Once you've written down those pain points, add more detail.

For example, if you sell hair brushes, the consumer pain point may be volumizing their hair. What if we add more detail to this pain point. Some consumers need to volumize their hair, but a subset of those consumers also struggle with the typical round brush being way too big for travel--a big brush makes it hard to get everything into a carry-on. This may be a specific pain point that your brush solves. What else do your customers struggle with?

Be specific

In the example, if you were to stop your brainstorm at "people need to brush their hair" or "need to volumize hair," you'd have broad pain points that aren't specific enough to result in a strong brand position. Your answers to this exercise determine your success for the next steps in identifying brand positioning that leads to business success.

Having trouble? Try listening

If you find that you're not very aware of consumers' pain points as they relate to your products, there are some ways to optimize your efforts with this exercise. One of the best ways to identify your consumers' pain points is to use social media listening. Don't just listen to your customers, who are already buying your product; listen to consumers outside of your circle who are talking about what they struggle with. These may be consumers who don't even know there is a solution out there.

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