The #1 Reason Why People Don’t Buy Hint: It Has NOTHING TO DO With You!
As an entrepreneur, it’s our job to think about why people don’t buy from us because, well, we WANT them to buy from us, right?
We know that the reality is that it typically takes quite a few “no’s” to get to a “yes”…
But you’re like most entrepreneurs, from time to time you might get a little discouraged by the “no’s”.
You might even start to wonder…
“Is it me?”
Well, let me assure you that 9 times out of 10, if people don’t buy from you, it’s actually not your fault at all.
I’ve heard it said (and I TOTALLY agree) that the #1 thing you need to make a lot of sales is a HUNGRY CROWD.
Or, to put it another way, the #1 reason people don’t buy from you is because at the time you make your offer, they just plain don’t want or need the sort of thing you’re offering them!
Which means you could have a FANTASTIC marketing and sales process, but it’s not going to matter.
Like my husband Clark says, you could be the greatest booger salesman in the world… but at the end of the day, you’re still selling boogers.
Now of course, if people don’t want what you’re selling, it’s rarely because the product itself is bad. I’m hoping your product is at least a LITTLE bit more awesome than boogers… but the point is, if it doesn’t give me something I really want or help me avoid something I really DON’T want, I’m probably not going to buy it NO MATTER WHAT YOU DO.
So what does this mean for you?
It means you really only have two choices…
Option #1: Find a Hungry Crowd, or
Option #2: Find a Crowd and MAKE Them Hungry.
Let’s talk about each of those two, starting with option one: finding a hungry crowd.
Your first job as a marketer is to think about who it is who’s going to WANT TO BUY YOUR STUFF the most.
Who’s out there right now feeling the pain for which you have the best medicine? Who’s out there dreaming the dream that YOU can make come true?
It’s going to be a lot easier to go to them because you’re not going to have to convince them they need your stuff– they’ll already KNOW!
Now, onto option two: finding a crowd and MAKING them hungry.
This can be quite a bit more difficult, but it can be done.
One of my private clients asked me the other day, “how do you get people to stop using the product they’re using and use YOUR product instead?”
There’s only one way I know of that you can do that.
If you want someone to change their ways, they have to be convinced that whatever it is they’re doing isn’t going to get them what they want and that YOUR thing WILL get them what they want.
This is obviously going to be more difficult because instead of the ONE job of convincing someone that your solution is the best solution, you now will have TWO jobs– convincing them that they have a problem to solve in the first place!
So if you’re torn between two audiences or two messages, consider that– a hungry crowd will almost ALWAYS be more lucrative than a crowd that’s only marginally interested in what you have to offer them.
The BEST way to get people to buy from you will ALWAYS be to find the people who really really want something like it, and then make them a SUPER-JUICY offer– something they absolutely CANNOT pass up.
How do you do that?
Want to Listen to the Podcast Version? Find That Here (or on iTunes, of course…)
QUICK NOTE: If you don’t have time to watch this or aren’t in a good spot to watch a video right now, make sure to pin it for later!