Why Prospects Don't Buy (and How to Turn Them into Customers)

You've crafted an amazing product or service, you've identified your ideal customer, and you're putting yourself out there. Yet, those conversions you crave just aren't happening.
So, what gives? The truth is, there are many reasons why prospects might hesitate to buy.
But fear not! By understanding these roadblocks, you can refine your approach and turn hesitant browsers into loyal customers.
Here are some of the most common reasons prospects hit pause on the purchase button:
  • They Don't See the Need: Maybe your prospect isn't aware they have a problem your product solves.
    Actionable Tip: Lead with education! Highlight the pain points your product addresses and how it can make their lives easier.
  • Value Disconnect: Features are great, but benefits are what resonate.
    Actionable Tip: Focus on how your product translates to real-world improvements for the customer.
  • Price Point Perception: Cost can be a hurdle.
    Actionable Tip: Frame your pricing around the value delivered. Offer free trials or demos to showcase the return on investment (ROI).
  • Lack of Trust: People buy from people (and brands) they trust.
    Actionable Tip: Build trust with testimonials, case studies, and social proof.
  • Your Being Too Salesy: Nobody likes a shove.
    Actionable Tip: Practice active listening, focus on understanding their needs, and present your solution collaboratively.
  • Unclear Call to Action (CTA): Tell them what to do next!
    Actionable Tip: Make your CTAs clear, concise, and easy to follow.
By understanding these roadblocks, you can tailor your sales approach to address them. Focus on building trust, highlighting value, and guiding prospects towards a confident buying decision.
Remember, it's not about selling a product, it's about creating a win-win situation for you and your customer.
Bonus Tip: Don't be afraid to ask for the sale! Sometimes, a simple "Are you ready to get started?" is all it takes to nudge a prospect over the finish line.

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About the Author
 Hi, I'm Perry Papast, an award-winning B2B Sales Advisor, Coach and Mentor for Technology Businesses. With over 25 years of real industry sales experience, I have been helping business owners and salespeople to get amazing results in their first weeks while working with me.
You can find out more about what I'm doing here:
Perry Papast 2022. All rights reserved. Sydney Australia
Perry Papast 2022. All rights reserved. Sydney Australia