Creating and selling an eBook can feel like a dream come true for many entrepreneurs. You have a fantastic idea, you’re ready to share your knowledge with the world, and you’re eager to make passive income. But then, reality sets in: the sales aren't as high as you'd hoped.

You’ve written a great book, but something’s missing. That’s where the Pain-Agitate-Solution (PAS) technique comes in, and it’s one of the most powerful strategies you can use to turn your eBook into a top seller.

Understanding the Pain-Agitate-Solution Technique

The Pain-Agitate-Solution method is a tried-and-true formula used by marketers to connect with their audience, address their deepest frustrations, and offer a solution. Here’s a breakdown of how it works:

1. Pain: Identify the problem your audience is facing.

2. Agitate: Make that pain feel more urgent or intense.

3. Solution: Provide a clear, easy-to-implement solution to alleviate their pain.

This technique is all about showing empathy, making your audience feel understood, and then offering them a valuable, actionable solution. It’s effective because it speaks directly to the emotions of your readers, prompting them to take action and purchase your eBook.

Why Addressing Pain Points is Crucial

To truly connect with your audience and convince them to buy your eBook, you need to address their real pain points. People don’t buy products because they want something new, they buy because they’re seeking relief from a problem or a challenge.

Let’s say you’re selling an eBook on productivity hacks for busy entrepreneurs. Here’s how you might apply the PAS technique:

1. Pain: The Struggle of Managing Multiple Tasks

Your potential customers—busy entrepreneurs—are overwhelmed with never-ending to-do lists, juggling emails, meetings, and deadlines. You’ve identified their pain point: they’re struggling to stay productive and feel like they’re constantly falling behind.

Example: “Do you feel like your to-do list is never-ending? Is it hard to focus on what truly matters in your business? You’re not alone.”

But before addressing their pain points, you should choose the right audience to target and the right niche for your product. This is a crucial step that many sellers overlook. The best strategy to follow is Red Ocean vs Blue Ocean Strategy: How to Choose the Best Niche for Your Online Business in 2025, you can read more about it to have a clear idea about the pros and cons of targeting broad niches (Red Ocean), or niching down to a more specific audience (Blue Ocean).

2. Agitate: Amplify the Pain

Once you’ve identified the pain, you want to agitate it, make your audience feel the urgency and frustration of the problem. In this case, you want them to feel the stress of constantly battling against the clock.

Example: “The constant feeling of being overwhelmed can cause burnout, lower productivity, and even prevent you from achieving your goals. You might even start to wonder if you’re cut out for entrepreneurship. It’s exhausting, isn’t it?”

3. Solution: Offer a Clear, Actionable Fix

Now, after agitating the pain, you offer your eBook as the perfect solution. Your goal is to make the solution seem simple, practical, and immediate. By doing this, you’ll guide them toward taking the next step: purchasing your eBook.

Example: “Imagine having a system that helps you focus on what really matters, automate tasks, and boost your productivity without working around the clock. My eBook ‘Productivity Hacks for Entrepreneurs’ offers a proven step-by-step approach that helps you regain control over your time and achieve your business goals. Ready to stop feeling overwhelmed and start getting things done?”

Real-World Example: How PAS Can Help Sell Your eBook

Here’s a scenario where applying PAS can drive your eBook sales:

Let’s say your eBook helps new business owners set up their first online store. Your ideal customer might be someone who is excited to start but feels overwhelmed by the technical aspects.

• Pain: “Starting your own online business feels exciting, but with so many platforms, tools, and confusing jargon, it can quickly turn into a nightmare.”

• Agitate: “Without the right guidance, it’s easy to waste time and money trying to figure out the process on your own, many entrepreneurs end up stuck or giving up altogether.”

• Solution: “In my eBook, ‘The Ultimate Guide to Launching Your First Online Store,’ I break down the process into clear, manageable steps that anyone can follow, even if you’re not tech-savvy.”

The Importance of Focusing on Customer Pain

Why does PAS work so well? Because it forces you to focus on your customer’s experience. Too many eBook authors make the mistake of talking about how great their book is or how much knowledge they’ve packed into it.

While your book’s content is important, it’s not the real selling point. What matters most to potential readers is whether your eBook solves their problem.

Let’s break it down with some facts:

◘ 57% of consumers say that the most important factor in their buying decision is how the product solves their problems (from Nielsen).

◘ People are more likely to buy a product when they feel emotionally connected to it. By using PAS, you tap into the emotions behind the pain, making your eBook feel like the answer they’ve been searching for.

By addressing pain points, you make your audience realize, "Wow, this book is exactly what I need right now."

How to Implement PAS in Your eBook Marketing

Here are some tips to implement PAS effectively when promoting your eBook:

1. Create Compelling Headlines: Your headline should grab attention by touching on a key pain point. For example, "Struggling to Find Time for Your Business? Try These Productivity Hacks" or "Frustrated with Your Online Store Setup? Here’s the Simple Solution."

2. Use Stories: People relate to stories. Share a personal story or a case study that demonstrates how your eBook solved a similar problem for someone else. This not only builds trust but also makes the solution feel more tangible.

3. Highlight the Transformation: Don’t just focus on the problem. Show what life could look like after using your solution. Paint a vivid picture of the transformation your eBook promises.

4. Call to Action: After you’ve used PAS, finish with a clear and inviting call to action. “Ready to take control of your productivity? Download my eBook now!”

Wrapping It Up: The Key to eBook Success

The Pain-Agitate-Solution technique isn’t just about selling an eBook, it’s about understanding your audience’s deepest struggles, showing them you get it, and offering a simple, actionable solution. By speaking directly to their pain points, agitating those emotions, and providing a clear solution, you’ll not only create an emotional connection with your readers, but also increase your sales.

So, if you're ready to sell your eBook successfully, remember: it’s not about you, it’s about your readers. Focus on their pain, offer the solution, and watch your eBook sales soar.

Pro Tip: When writing your eBook, don't just use PAS in your marketing copy, integrate it into your content too. Address common pain points your readers face in each chapter and offer solutions. This way, they’ll be more likely to finish your eBook and even share it with others.