88. Why You’re Not Selling (It’s Probably Your Offer)
It’s pretty hard to stay in business if your cash register isn’t ringing!
It is so frustrating to put time and energy into your business and your marketing and still not see sales. More often than not, it can be something as simple as getting your offer right. This is why in Episode 88 of the Feed U Podcast I am giving you the 7 areas that I have seen my clients struggle with. Once we’ve fixed these areas, the cash register starts ringing.
You may be saying, what the heck does my offer have to do with anything Alisa?
In most cases – EVERYTHING! You can’t sell something that no one wants, and it’s pretty darn hard to pay the bills if you aren’t selling something. Am I right?
So let’s dive into the 7 areas that most people neglect or just plain miss when it comes to creating their offer. Most of these are quick fixes that you can implement and start seeing results right away. For examples and all the details, head on over and listen to the entire episode here.
Let’s dive into the 7 areas most people get stuck when it comes to creating an offer that sells.
1. You have to solve a problem.
People aren’t on Google searching out your product. They are trying to find an answer to this thorn in their side that keeps them up at night. If you jump into your doohickies and all the facets of your product. You’ve lost them. They are off to find someone who cares about their problem. In the episode, I give some specific examples of how this plays out in your customer’s journey. Give it a listen here.
2. Don’t be a product pusher.
Similar to point number one, you don’t want to dive into pushing your product right out of the gate. People buy from people who they know, like, and trust. That requires building a relationship. You have to court them, let them know you feel their pain, and that you just happen to have a solution that will help them out. If you’ve never tuned in to one of my favorite Ted Talk speakers, give Simon Sinek’s WOW video a watch. I also give some great examples in this week’s episode.
3. You can’t sell to everyone.
If you are trying to sell to everyone, you end up selling to no one. We are a distracted society. Without some differentiation from all the other noise in the world, you are going to have a HUGE uphill climb to get your offer in front of people who will pay you to help them solve their problem. It also makes creating content, writing messaging, and developing ads a huge pain in the behind. When you are clear about who you help and how you help them, all of those struggles become easy. In this week’s episode, I share the story of one of my clients and the struggle he has had at trying to reach multiple audiences. Give it a listen here to learn what we did to solve the issue. Luckily for you, I’ve also created a free download to help you map out your ideal client avatar. You can grab it here.
4. You’re not sure what you’re selling.
More than once I’ve taken on a new client who thinks they have their offer nailed. But when it comes down to it, there are some key things that are missing. Number one being there is no clear offer presented. They do a mix of a lot of things, but people don’t buy “all the things” that you do. They buy results and forward motion. Without a clear path (buyers journey) to your offer and through your offer, you will struggle to keep people in your funnel and making a decision to get out their credit card. Tune in to hear some examples of what you can do to scale your offer and keep people in your funnel here.
5. You have given people too many options.
This goes back to number one as well. If you don’t understand your ideal client (be sure to grab this free download if you need help with that) it makes it really hard to know where they are in their buying journey and how you can best help them (and get paid). You may have an overlap of services needed, but it becomes so much easier when you are the one who is directing the path. I also give an example here of what happens when you don’t have a clear path to follow. Simply, people again won’t buy. Which means you are now running a non-profit with no way to pay the bills. More often than not offering too many options will actually hinder you from success rather than propelling your sales forward.
6. It’s never about the price – REALLY!
If you’re like me, you’ve heard more than once in your entrepreneurial life – “I can’t afford it.” Your prices are too high.” “So and so will do it cheaper.” The reality is that those are covert words to – you haven’t built the trust needed or presented the value of what you offer clearly enough to help them move forward with their decision to invest in a working relationship with you. I share some specific examples here that will help you build your value and offer the assurance people need in order to invest in you and what you offer. Another key point that I forgot to add to the podcast is that your relationship investment time is directly correlated to your pricing model. The lower the price, the easier it is to build the relationship and move them to your cart. The opposite is also true.
7. You haven’t cleared all their objections, so they won’t move forward.
There are three big objections that happen in every sale. I cover them all here. But here’s the low down on the big 3 sale stickers (meaning they won’t move forward if you haven’t handled them all). Number one, you haven’t built your authority and expertise in what you do. If you haven’t given them enough confidence in what you can do, you will need to fill in the gaps with case studies, testimonials, or reviews. The second big sticking point is proof. The best proof comes from results which is why I work hard to get starting and ending numbers for my clients. It isn’t’ always possible, but when you can track where they started (numbers, measurements, etc.) and where they end up after working with you – that my friend is proof for your future clients. There is no time like the present to start tracking those metrics. Last but not least, you have to have some sort of guarantee. I talk a lot about online course guarantees in the episode. You may have to get creative about how you offer your guarantee. I also give you the low down on how I handled this in my business. Give it a listen here.
That’s a wrap for this week. Is your sales funnel stuck? Which one of these tips will you implement first?
Come over and share your sales funnel frustration in the Facebook Group this week. I’d love to be able to support you. In the meantime,
Listen to the entire episode here:
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