Step 1: Describe the problem your customer or client had. Talk about specific pain points, their struggle to make things work, and what led to the decision to find a solution. Questions to ask about the Problem:

1. What challenges in your business or industry influenced you to look for a solution?
2. Did you have a previous solution that could no longer meet your company’s needs? If so, how did your needs change?

Step 2: Show their search for a solution. Explain the criteria for a perfect product or service and other solutions they considered but rejected. Questions to ask about the Search for a Solution:

1. What criteria did you have in mind for a solution?
2. How did you search for a solution to your problem?
3. Tell me about some solutions you considered but rejected.

Step 3: Describe the solution you provided, including what it is, how it works, and why your customer or client chose you over the competition. Questions to ask about Your Solution:

1. Why did you choose our firm over our competitors?
2. Did you encounter any challenges implementing our solution, and how did you surmount them?
3. What did you find most attractive about our company and/or solution?

Step 4: Outline the specific results and benefits the client achieved by implementing your solution. Questions to ask about Results and Benefits:

1. What benefits have you experienced from working with us?
2. What specific results have you seen from implementing our solution?
3. What business processes does our solution enhance? Does it save you time or money?