Are you having trouble getting your potential customers to make that final commitment to buy from you?
Here are 4 reasons that might be happening.
Do you have people say, “I’ll have a think about it and get back to you”?
What we’re looking at here is a lack of urgency. Creating scarcity is something you often see on ads for sales. “Hurry! 3 days only” is what they’ll scream at you. Can limiting the availability of your offer work for you? People will often want something more if they can’t have it!
Another option is to look at asking your prospects to visualise life without your product. You’re obviously solving a problem, right? What will life be like if they don’t act now?
People need to trust either you or or product (preferably both) if they are going to part with their cash. Have you allayed their fears? Do you have case studies or testimonials? What about guarantees?
You could also try to position yourself as an expert in your field. Start a blog and write helpful articles for your clients. (A bit like this, assuming you find it helpful!) This requires effort, but is a very effective way of demonstrating your experience and expertise. You know stuff that they don’t. Trust me…
This could come down your actual pricing – perhaps you are just plain unaffordable. Or, more likely, you might not be communicating your value well enough. People don’t always just shop on price. Otherwise we’d all be driving Chinese-made cars. Not happening. Great Wall Motors are nowhere to be found here.
So, is your value proposition clear? Do people clearly understand what you bring to the table? Start a blog, and write about it.
If there is no need for your product, then you’re possibly in trouble. Is that really the case? I suspect not.
The questions then is: are you identifying that need? Have I suggested starting a blog already?
You might think that discretionary products are a possible exception here. What’s the need? I’d suggest that people do still need a night on the town once in a while. (Just ask Janis Joplin.)
Find the need. Talk about it.
Now put this to use
Go though each of these 4 in turn. Ask:
- Is it an actual issue, or just a perception?
- If it’s a perception, what are you doing to better communicate your position? (If it’s an actual issue, you might be back to the drawing board.)
- Put some plans in place to overcome these objections. Consider a content marketing strategy. And get blogging.