Eliot Paisner

How to Use the Pain Funnel

Drill down into the consequences and impact of the stated pain. Your goal is to move the conversation from a problem to a quantifiable business need.

1. Business Consequences

What are the ripple effects of this pain?

Staff stress/burnout
Negative patient experience
Operational bottlenecks
Brand damage

2. Quantified Impact

Put numbers to the pain, even if they are estimates.

"Losing ~5 new patients/month"
"Staff spends 1-2 hours daily on voicemail tag"
"Cancellation rate is up 15%"

3. Key Buying Signals

What did the lead say that indicates they are ready for a solution?

Asked about PMS integration
Mentioned a competitor
"This is not sustainable"
"We need a better way"

💡 Pro Tip

The more specific and emotional the pain, the stronger your position. Focus on urgency, consequences, and the cost of inaction.

Name	Rating	Reviews	Revised Name
Kelsey Ro			Kelsey Ro
Pearl Dental Associates - Nashua, NH	5.0	188	Pearl Dental Associates
Nashua Family Dental - Dr. Jason Keshian, DMD	4.9	53	Nashua Dental - Dr. Keshian

Name

Rating

Reviews

Revised Name

Kelsey Ro

Pearl Dental Associates - Nashua, NH

5.0

188

Pearl Dental Associates

Nashua Family Dental - Dr. Jason Keshian, DMD

4.9

Nashua Dental - Dr. Keshian

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Pain Funnel Analysis Guide

How to Use the Pain Funnel

1. Business Consequences

2. Quantified Impact

3. Key Buying Signals

💡 Pro Tip

Audio Analysis

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