A few weeks ago, I was having a conversation with someone who wanted me to sign up for one of the services his company offered. It was a several thousand dollars investment. Truthfully, I was planning on investing in his services when the conversation started. This was a “warm” call, meaning I knew about his company through a friend who was using his services. But, he wasn’t able to get me to sign up. Why didn’t I buy?
“Why won’t “they” buy?” That’s one of the biggest questions entrepreneurs ask me. They’ll tell me that they’re having a “sales” conversation with a prospective client. They’re full of hope this person will sign up to work with them but, in the end, the person doesn’t say “yes”, citing various reasons or excuses.
From my experience, these are the TOP 7 reasons they won’t buy:
1) Your lack of confidence. Have you ever spoken to someone whose product/service you were interested in but they sounded like a insecure or they said “um” a lot and couldn’t answer your questions. We all prefer to work with someone who is confident about what they do and how they will help us.
2) Your programs aren’t what they want. Solopreneurs create these programs that they’re really excited about, but they never bothered to ask their clients if that’s what they were looking for. As a result, they’re unmarketable. Doing a bit of research up front can often help with some tweaks to create a winning product.
3) Not your tribe. It’s pretty close to impossible to sign up someone to work with you who’s not your ideal client. They just don’t want what you have to offer. And, if you do sign them up, beware, they usually complain a lot, cause problems or want their money back. (Hint: Stay away from them. Throw them back in the ocean and let someone else work with them)
4) Not a good conversation. There’s an art to having a conversation with a prospective client. This way the conversation is authentic and doesn’t sound “salesy”. Too often these calls are pre-meditated or scripted and the person on the other end can sense that. When it’s done in the right way, the person on the other end of the phone will naturally want to work with you.
5) Too much emphasis on features…not enough on the benefits and the outcome. You care about the features, your client cares about the benefits. What is the outcome they will get from working with you? Enough said.
6) Can’t afford it/don’t have the time. These are just excuses. If a person is truly ready to work with you they will find a way to make this work. Or the two of you together will find a way to make this work. (I am not referring to lowering the investment to working with you). When you ask the right questions, you will uncover what is behind their excuses and how to move them into action.
7) All about you. When you want to engage and connect with someone it’s important to learn about them. Recently, at a networking event, another coach came up to me trying to get me to work with her. When I wasn’t interested (she just didn’t resonate with me), she then proceeded to talk to me about her certification classes. It was all about her. Big mistake.
Are you ready to step into your Money Zone and reclaim your natural ability to make money easily and quickly in your business? Join me at The Money Acceleration Retreat, October 3-5, 2016
Be Brilliant,
Kate
