Prospects Not Buying? Check THESE First.
 
 

OK. So you're marketing up a storm. Doin' yer inbound. SEOing. Networking. The whole nine yards.

And STILL, prospects aren't lining up to buy your products or services.

 Time to do some detective work.

The first thing I would check is how you have addressed your prospect's buying process.

Their what? Their Buying Process - the onboard system we all use to buy stuff.  

Remember, 95% of stuff we do is subconscious.

The other 5% we use to do important things like deciding what to watch on TV or whether or not to go get a quart of Häagen Daz.

However, how we make buying decisions fits into the 95% category.

Your prospect's subconscious thinking boils down to this:  

• Why do I need or want this?
• How does it benefit me?
• Why is this product or service more valuable to me than the money I have to fork out to get it?

Yup...kinda lizard brain stuff, huh?

And yet, not only do many marketers completely ignore this process, many don't even know it exists.

The result? They continue to splash information about their products and services all over a web site which bounces off their prospects.

They send out emails that start with 'We' or 'Our' and make no attempt to engage their prospects with a thoughtful opening that telegraphs WHY the prospect should be interested.

Process Shmossess. I'll just keep doing stuff I know isn't working!

Here are 5 reasons your prospects may not be buying from you even though you're offering something they could really use.

They may SEEM like they're from the Land of Duh, but it's often by ignoring the basics that gets us into deep water.

The fact is, your prospects have a clearly defined process of needs and steps that they go through that persuade them to buy.

 OK...3 reasons your prospects may not be buying:

They don't understand the benefits of your product. Your prospects don't buy solely based on price. Of course, price is a factor but, rarely, the only one. Prospects buy based on the benefits your product brings them. Your marketing must be focused solely on how you make life better for your prospects. If you don't help your prospect "see" the value of your offer, they'll buy elsewhere.  

They don't see the perceived value in your offer. Prospects will not buy products that have no perceived value. What's the added value prospects get? A good example of this is when you see a an online course being offered, it will often be accompanied by a slew of bonuses. That elevates the perceived value in your prospect's mind. 

They don't see how your product meets their needs. Similar to not understanding the benfits of your offer, they need to know how it will change their lives? Remember, as marketers, we are selling hope. Your prospect hopes your product or service will make their lives easier. Save them time. Or, makes them feel better? What need does your product satisfy? Don't make your prospect guess guess or come up with the answer on their own. Educate them on why they need your product. 

There are many obstacles we have to overcome to transform qualified prospects into paying customers.

We don't want to ignore one we can easily address.