Have you ever experienced people not buying the products or services that you’re offering? You try your best to sell your wares and in the end, they don’t buy?
And you wonder, “what the hell is going on“
Here’s why and how you can be more effective at selling online.
It doesn’t matter how great your product or service is, your prospect might not need it or may not need it right now. So, what do you do?
Imagine this, you’re walking down the high street to somewhere you want to go. In the middle, somebody shouts “hey!“. “We’re giving out free samples and have a sale on today.“
You have no need to buy it and it’s an unwanted delay in your day.
You cannot convince prospects to buy what you have to offer if they do not have a need for it. There’s nothing you can do. With prospecting, cut your losses and move on. Qualify them and then disqualify them – move on.
It’s a known fact that a delay kills a sale.
When they say, “send me more information” or “come back to me in a couple of months” means there is a lack of urgency. You haven’t given them a reason why they need to do it right now.
If you do not close today, 9 out of 10 times, you won’t close tomorrow. Although they will be nice and polite, you’ll never hear from them again.
You need to show them why they need to do this right now. Maybe it is an exclusive or limited time offer – or even make your service or product only available for a certain amount of time.
Without urgency, people don’t act. Fact.
They want that new pair of shoes, a fancy car or new computer. They don’t necessarily need them. You don’t need that new computer, that fancy car or another pair of shoes!
How do you generate that desire that people want to buy what you have to offer? You normally achieve this with an offer.
How can you make your product or service so interesting, compelling and irresistible to make your prospects go – “I want this!“.
You need to make it a no brainer that makes your prospect want what you have to offer. You can create this desire easily. It is not as complex as you might think.
Probably the most common reason for but buying something. They do not have the money or budget to buy what you’re offering them.
Ask yourself, why are you trying to sell to somebody who can’t afford your services?
Everybody has the ability to find the money from somewhere. Credit Cards, Loans, Savings or borrow from somebody e.t.c.
What they are telling you is that they do not see value in what you are offering. They are weighing up value vs. money and they do not see value in your product or service.
They won’t buy from you because of a lack of trust. They don’t believe in you. They don’t believe in your products.
This can be handled in a few different ways.
Provide them with social proof, case studies or data that supports what you’re trying to offer them.
If they don’t trust you, they can’t and won’t buy.
The other take on this is they don’t trust themselves. They don’t believe that it would work for them. They don’t trust that they will use it.
Perhaps they think it will be a waste of money. Just more money spent on something that will sit on a shelf and not get used. Perhaps this is because they don’t have a good track record with investing in their business?
Maybe I have already tried and failed. So in your marketing and branding, you need to address this.
Look at your marketing.
If you address all of the points above, you’ll have a recipe for success.