Have you ever had this happen before?
You have an amazing offer on the market that can help your ideal clients solve their problem and get an awesome outcome…But it’s not selling… and you don’t know why!
Here are most likely the main reasons an offer won’t sell, and how to fix them!
1. Your customer isn’t seeing the offer enough.
How many times did you talk, post, or write about your offer before getting discouraged? If it was less than 20 times, you need to keep at it!
I know… that sounds like a lot. But people need to see or hear an offer 5 – 7 times before they buy, and you can safely assume that your customers aren’t seeing or hearing 100% of your content. They may be seeing closer to 20 or 30% of your content, depending on what platform you’re using to market.
Try this instead:
Create a plan, with plenty of advanced time to market your offer, focusing on different things each time. Schedule out at LEAST a dozen posts talking about the offer, ideally both before and after you launch it.
2. You are not hitting their emotional chord.
We all make our decisions based on emotion! By the time we start weighing the pros and cons of an offer, we’ve basically already made a decision deep down… in most cases, we go with our gut feeling!
Whether it’s the emotional desire to belong, or to feel liked, or to feel like we’re becoming better people…we all have deep emotional needs that drive our decisions and how we spend our time, energy, and money!
Try this instead:
Make sure you understand your customer’s emotional experience…the WHY? How do they feel about the problem they’re dealing with, and how will your offer help them feel after they purchase?
Understand your ideal client’s hopes, fears, wants, and needs, so you can position your offer to touch that emotion… and then use your emotional message with the facts and details they need to justify their decision!
3. Your customer doesn’t understand the value.
Forgetting to focus on the real value of an offer is a mistake.
Are you leading with features instead of benefits?
Your ideal client doesn’t care about the “features” of the offer really. They don’t really care how many coaching hours they get, how many times you meet, what you do together, or what they need to do in between sessions or classes.
Try this instead:
Focus on what they care about first: the BENEFITS and OUTCOMES of the offer. What will they walk away with? How could their life be different?
Focus less on the specifics (the number of sessions, the process, and what they’ll learn) and more on the “outcome” (how their life will be different and better afterwards).
4. You aren’t establishing trust.
A sale can fall through is if your customer doesn’t feel like they can trust you. They don’t know you well enough so they may just not trust you ENOUGH to feel like you can deliver what you promise.
Try this instead:
Before you make an offer, be sure you’re investing in your audience, your ideal client. Are you creating enough content that speaks to their situation? Are you offering solutions to problems, so they get the experience of working with you and benefiting from your expertise?
The other great way to build credibility is to cultivate social proof. Testimonials, media placements, in general having other people vouch for you. Build credibility in the eyes of your customer by making sure they see and hear it.
5. You’re making it too complicated.
The last real reason a sale falls through is because it’s too complicated to complete, or people have to work to figure out how to make to purchase.
If they have to leave the social media platform they’re on, or go digging for the right page on your website, or fill out a long form to make a purchase, there are too many stopping points along the way that they might just quit.
Once someone wants to buy, it’s your job to make it as easy and seamless as possible.
Try this instead:
Give them one EASY step to take to get started. Remove any unnecessary steps or too many forms standing between them and the purchase they want to make. The simpler the BETTER.
Remember, you want to:
- Talk about your offer OFTEN to be sure your customer sees it enough times.
- Find your ideal clients emotional center and speak directly to that.
- Focus on how your offer can make your customer’s life better.
- Build trust by showing that you care, and that you can deliver.
- Simplify the purchasing process.
If you need help with developing your offer, we are here to help… contact us today at service@buyingtimellc.com
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