Welcome back!

1. They don’t know you or trust you.

Give them a reason to want to get to know you, and give them a reason to trust you. Testimonials can help. A Money back guarantee can help. Offering a FREE trial or download can help. Start raising your profile, and visibility by blogging, writing articles, networking, attending events, exhibitions, hosting workshops etc. Be different. Offer something different. Stop offering features. Start offering real benefits. Do you empathise with your target audience, do you know the problems they have, and can you genuinely help them? Do you serve to help? Or do you serve to control? What tactics can you use to get people talking about you and referring you to others who need help in the area you specialise in?

Take a peek at this.

2. They don’t want what you are selling.

A toughie. If they don’t want it - Don’t push it. But if they need it, and they don’t just recognise that they need it, think how you can demonstrate or prove the value you offer. Think how you can allow them to come to the conclusion that they have a need for what you offer - for the cost in not acting or choosing one of your solutions will be much more expensive in the long run. You certainly don’t want to waste time and money going to appointments to drink their coffee, waste their time and yours if it could have been decided hours, days or weeks ago whether they were interested in what you have to offer or not, and whether they need what you offer or not.

Take a peek at this.

3. They won’t pay what you want to charge them

Again, this is simply because they haven’t recognised the value you offer. Calculate and demonstrate the opportunity cost, or the real cost in not acting. Calculate and demonstrate the saving or efficiency you offer, and/or the inefficiency, waste or spiralling cost or loss in not working with you. Try this - Write down how much you want to generate in sales in the next 12 months - go on, write it down. Write down how much you want to earn in revenues in the next 12 months. Done it? OK, good, now write down what your annual revenue is now. Go on, write down what your annual revenue is now. Done that? Excellent. Now Subtract your second answer from the first answer. That’s how much you’re losing or not generating now - How can you illustrate that point with your clients? More importantly, how are you going to generate those revenues you want? Whats the plan for them, and what’s the plan for you?

Take a peek at this.