How to Help More People with the 30-30-30 Method

Justin Welsh’s 30-30-30 Method can be used to attract more of your target customers and grow your business.

I recently discovered this method and will break it down in this post.

Step #1

Spend 30 minutes per week talking to your ideal clients about their problems

A lot of times, we create products, services, or solutions that we think our customers want.  The issue is that we are often wrong about what they want and what will help them.

Talking to your customers (or potential customers) about their problems allows us to create solutions that they actually want.  

Justin identifies four levels of problems and some questions to discover them.

Your goal is to get to level 3 and 4 problems since these are the biggest drivers of change for most people.

Level 1 Problem - Surface-Level Pain 

This is what most clients will identify.  For example, “We need better SEO so we can get more leads.”

You will need to ask questions and get them talking so that you can uncover the deeper levels of pain.

• Why has this become a challenge?
• Can you tell me about an example?
• Can you tell me more about this?

Level 2 Problem - Historical Pain

Your goal here is to figure out what they have done to solve this problem.

• What have you tried in the past to solve this problem?
• How did that work out?
• Why do you think it didn’t work?

Level 3 Problem - Financial Pain

Find out how much this problem is costing them.  It can be in upfront expenses or lost revenue.

• If we can make this problem go away, how would that impact the health of your business?
• How will solving this affect your bottom line?

Level 4 Problem - Personal Pain

Why do they (personally) care?

• How high of a priority is it for you to solve this problem?
• Why is it that high?
• How much time will you get back if this is resolved?

Step #2

Spend 30 minutes per day figuring out how to solve these problems 

Take all of this information and figure out how their problems could be solved.  

Give special attention to financial and personal problems.

Using Justin’s words, “People will walk towards a solution but run away from pain.”

Step #3

Spend 30 minutes per day creating content about these problems 

The customer that you talked to is not the only one that has this problem.  

Your goal here is to create content that speaks to other people who have the same pain.

If you go deeper than the surface-level problems and post your content where your ideal customers are then you keep attracting more and more people.

Your content will resonate with more people if you are able to use the same language that they use to describe their problems/pain.