- Person A (people feeling emotion)
- Person B (people experiencing problems/challenges).
- You can’t relate to your prospects’ or customers' problems
You don’t think they can solve the problems they have
If you can’t relate to your prospects or customers problems, then you will never understand what they are experiencing. This is where the games in Empathy Exercises can help change that perception (and I have a post about this for tomorrow/Wednesday).
What does it mean to understand what someone else is going through and walk in their shoes?
Keep in mind, if you don't respect someone, that doesn't mean the other person does not respect you. In fact, the other person may hold you in high regard.
Empathy Exercies may help here because it is possible that if you can relate to someone's problems, respect may grow out of that. It may be a way to build respect through understanding, but there is no guarantee. There may be deeper issues at hand to cause the lack of spect.
Now, if you fix these problems, you may still have a challenge with your customer and why they won’t buy your product: they don’t recognize that they have a problem. That’s a different type of problem. That means either:
- You aren’t clearly communicating what you do
- The prospect/customer simply doesn't relate to having the problem you solve
- The prospect/customer doesn't see his problem as necessary to fix
In some way, you aren't relating to your prospect or customer so he understands what you do. Again, this is where Empathy Exercises could help you better relate to your customer and inform them of your product and services.
The bottom line: to connect with prospcts and customers you cannot feel pity. Great products are created when you feel empathy for your customers and prospects and want to help them fix their problem. Great marketing happens when you feel compassion and want to solve problems with your prospects and customers and include them in the process. More on that soon.