Updated: Sep 3, 2020
What are you doing wrong?
Nothing – you are not doing anything wrong. Here’s what’s going on.
You are making a ton of sales calls and constantly reaching out to prospects. You are sending the emails and crafting proposals and yet… your prospects are not buying.
Your prices are too high. Yep. That’s it. Your prices are just too high. I have proof because sales managers across the country in all industries are hearing this right now from their sales team and sales people all over the country are hearing it from their customers.
So, now that you know this, all you need to do is… drop your prices!! Then you will be a Rock Star!!
You are probably feeling a little empty right now and even a little annoyed that you’ve been duped because in your case, it’s really not true. You know that your pricing is more than fair for the considerable value you offer. You also know that many prospects have become happy customers within your pricing structure. So what are the real reasons they are not buying from you?
If you can focus on overcoming these four things, you’ll never have to worry about your prices being “too high” again. Here are four real reasons that your prospects don’t buy from you.
1. They don’t know you: Customers don’t buy from people or companies that they don’t know – unless of course, someone they know knows you. If you are reaching out to cold prospects, you have to make sure that they have the ability to get to know you and your company personally. Studies show that it takes over 8 touches to get a prospect to begin to recognize who you are and understand why you are reaching out to them.Most sales and marketing people stop after 3 attempts. Recent studies by Medallia further support this, finding that buying decisions are most influenced by recommendations and personal experience meaning that they need to know you or know someone who does know you. Here are some best practices to help your prospect get to know you:
Use your network to find someone who can make a referral. According to Biz Stone, co-Founder of Twitter, 6 degrees of separation is now under 4 and getting smaller. If you work at it, you can find a connection. (he is getting ready to launch “jelly”, which is slated to take networking to a whole new level and you can get on the waitlist now)
Don’t stop at 3 touches. Find at least 8 good reasons to communicate with your prospect and use a number of different methods and messages.
Work on your personal brand, incre