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3 Reasons Your Prospects Aren't Buying From You

By Sandra P. Martini

Republish: EasyPublish™
Published: 22Aug2008
Word count: 431
Viewed: 251 time(s)

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You've worked for months to create the perfect ebook. It includes the answer to every possible question your audience could have. You've created a sales page.

You even offered a discount and threw in a ton of bonuses.

So why aren't they buying?

Despite what all the "instant gurus" may tell you about how you can generate millions of dollars of sales simply by purchasing their program and doing X, the reality is there's a system to building your business - whether online or offline.

Before you embark on any new business, product or service offering, you must determine:

1. Is there a need?

Is there a group of people who believe they have a need or want which you can fulfill?

Notice the language. . .I did not ask if YOU THINK there's a need. What you think is irrelevant unless you plan on purchasing your own products.

2. Do they know-like-trust you?

Have you built a relationship with the people you are asking to purchase your products and services or do you fly in, offer to sell something and then disappear until the next offer?

Much, MUCH too often, I receive emails which call themselves newsletters, but are nothing more than sales letters which contain NO content (Can we say UNSUBSCRIBE here?).

You want to take the time to get to know your prospects and clients.

3. Why are you special?

What do you offer your clients and prospects that your competitors do not? What makes you stand out?

Many experts say you should share the "what" and the "why", but not the "how" until your prospect purchases something.

I disagree in that it's not authentic to me to do that. If you've been on any of my calls, you know I believe in giving a lot of content - that makes me special from other coaches. I'm a teacher at heart.

What makes YOU special in your industry?

If your prospects aren't buying from you, you're missing at least one of the above three critical components of a successful and profitable client/vendor relationship.

Always remember, in designing your business, regardless of your industry, you have to be constantly aware of what your clients and prospects are searching for even as you build a business to suit your lifestyle.

Your Coaching Challenge

Starting with your business, step outside yourself and ask each of the above three questions from an objective point-of-view.

If your business passes, ask the same questions for each product and service you offer/plan to offer.

Once you have the answers, you can confidently move forward.

For the past 5 years, Sandra Martini has been showing self-employed business owners how to get more clients consistently by implementing processes and systems to put their marketing on autopilot. Visit Sandra at http://www.SandraMartini.com for details, compelling client testimonials and her free audio series "5 Simple and Easy Steps to Put Your Marketing on Autopilot".

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