Customer Reviews

Pain Killer Marketing: How to Turn Customer Pain into Market Gain

5 star:		(16)
4 star:		(3)
3 star:		(0)
2 star:		(0)
1 star:		(0)

 

 

I thought this book was very good. It's a self-promotion book. It's a marketing book. It's a straightforward book that could have been outlined a little better. The Table of Contents says there are two parts and 33 chapters. However, I think the 33 "topics" should have been grouped in the following 9 chapters that I just titled:

I. Provide something that has value & is in demand (2-14)
II. Make sure the customer is satisfied (15-20)
III. Provide customer service economically (21-22)
IV. Lead generation & sales (23-26)
V. Internet marketing & your Web site (27-28)
VI. Internet marketing & SEO (29)
VII. Gain credibility by writing a book (30)
VIII. Gain more credibility & exposure by delivering seminars (31)
IX. Have your employees spread the word (32)

1. Are you in pain?
2. The big equation of business
3. The small-town-movie theater example
4. Stale popcorn into fresh popcorn
5. Who else wants to turn client pain into marketing gain?
6. How to attract all the customers you need
7. Why worry about the pain of the customer?
8. Collecting the pain of the customer
9. Use the pain of the customer to write value propositions
10. How to manage consultants the pain-point way
11. The $3 million leather seat
12. Changing needs over time: The kano model
13. How do I develop good internal predictive metrics?
14. How do I test my metrics?
15. The house of quality (Quality Function Deployment)
16. How do I develop good customer-satisfaction surveys?
17. Importance versus performance
18. Satisfaction vs. excellence vs. loyalty
19. How do I know who is doing the best?
20. Is customer satisfaction enough?
21. Building your pain of the customer team
22. How do I manage my budget painlessly?
23. How do I fill your pipeline in 3 steps?
24. Cracking your marketing genetic code
25. Less hype and more help
26. The top 14 ways to generate leads
27. Your pain killer Web site
28. 5 ways to increase your persuasion power
29. Something you probably didn't know about search engines
30. To those who never dream of writing a book
31. How to stage pain killer seminars
32. Where to go next: Employees
33. Putting it all together

Chapter 1 provided a good introduction to the book. And Chapter 33 was a good conclusion. By following the advice in this book you will be able to define your business in terms of customer pains and needs. Your business will simply provide solutions to those pains and needs.

The definition of your business should start with your customer. Build a solid marketing strategy around your customers and you will probably be successful. I loved the checklist of lessons learned at the end of each chapter. And the chapters were bite-sized and easy to digest. I think I would have liked the book better if the book's chapters were the nine sections I listed earlier in this review. And the actual 33 chapters should have been made subtopics in the nine chapters I recommend. But the book is good as is. 4 stars!

Doctors want to see patients in person so they can diagnose the problem. And until they see you, they don't know what's wrong. The medical analogy to marketing rings through in Pain Killer Marketing. Most businesses don't really want to know what's wrong with them, so they avoid the truth, i.e., the pain. If we read this book and follow some simple steps about identifying the metrics, that is, what should we be measuring, then the solution is on the way.
You may be a small business, a large non-profit, or an entrepreneur with an idea: you can benefit from Chris' step-by-step examples from GM, AT&T and a local movie cinema in Michigan.
I use this book in my Practical Marketing Research classes at UCSD Extension. The students have gained a lot from the examples, and these students come from all around the globe.
I've owned a marketing firm for 16 years (Sun Marketing) and I'm hoping my clients will welcome this refreshing approach to knowing the customer needs. Then they can follow through with a faster economic recovery. I heartily recommend this book. Dr. McCabe (Doctor of Business Administration)

Pain Killer marketing excels in focusing on the core of business success- customers. It develops a logical, practical approach to understanding customers and delivering goods and services they will value. Teh appendix gave excellent examples. The section on the rules for developing good internal metrics for tracking and predicting success was also quite useful. I bought the book and gave it to several of our key leaders!

It only seems fitting to take and aspirin if you have a headache. If you need to find out what your customer's pain is read Pain Killer Marketing. It's a step by step approach to find and solve your customer's pain. Market research isn't an easy or quick thing to do, but the book is laid out in short chapters with a checklist at the end of each. If you think that you already know what your customer is looking for then you will be amused at the examples of market research failures from well know companies like Cadillac. I highly recommend this book to all business people (not just the kind who sell things).

This book is very helpful in understanding the needs,wants and desires of customers.Its a must have book for research executives,students,as well as marketing people.It tells about the deep concerns of the customers,helps to identify the pain of customers and then serve them with a offering that can remove their pain.Further this book brings out research techniques that are easy to use and not much costly.

WOnderful book to read and have...

This book includes lots of practical examples and great models.
Especially, Pain Killer Marketing is helpful to identify
problems clearly..

Its a great book, that lets you have a nice vision from really good examples how you have to understand business, suceed, how to face problems and to find a solution and the main river to lead that solution that is focus on find your customer needs or better in understand your customers pain.

I really encourage you to take some time and give it a chance, beacuse you will learn, enjoy and some of the examples you will never forget them in your profesional career.

We use this book on the UCSD for our Practical Research Marketing class. In one of our classes we had the honour to meet the author of the book.

For somebody who doesn't like to read this was a real page turner, with a lot of practical examples and great models and theories.

This is a must have for everybody who wants to know more about research marketing.

This a self-help book for marketers; it allows you to focus on the customer's needs, not yours. Taking a look in this light allows you to work on areas that most affect the customer thereby translating into higher sales for you. Not hard, not difficult, but in easy-to-understand language, it is a perfect read to boost your business.

If you are a consultant, as I am, you owe it to yourself to read Pain Killer Marketing, It will give you insights about what we as consultants should all be doing to improve our brands and our own marketing! Read this book for its content, but also read it as a great example of how to market consulting services. No matter what kind of consultants we are, our job requires understanding client pains, and in many cases, helping clients understand what is keeping their customers up at night.

Pain Killer Marketing did more to make me want to consider hiring the authors than write a glowing review of the book. If you are looking for something "new" that no one else has written about, or if you are looking for in-depth how-to's, you really won't find those here. (You won't, for instance, be able to grasp the subtleties of QFD or become an expert interviewer.)

But make no mistake: this book emphasizes the right things! It is full of useful stories that illustrate the authors' perspectives and illustrate why understanding the customer's pain is so important. I also found it valuable because it got me thinking about QFD again, an approach that doesn't get used very often in the industries where I tend to work.

But again, what made this book most interesting to me is that it is a superb example of what every one of us who is a consultant should consider doing for ourselves - i.e., writing and refining what we believe and what we have learned, giving some of our knowledge away to prove our merit and because in some situations it's just the right thing to do, and packaging what we know for mass distribution and marketing purposes.