Hey guys- today on 5 Minute Marketing we are breaking down 10 reasons your customers aren’t buying your product.
No doubt, sales is a tough business. It took me over a year to make my first sale. So, if you’re struggling with your sales numbers, just know that you aren’t alone.
Your customers are not unique, either. There are statistics that say customers need to be offered a product up to 10 times before they actually click “buy”. So, how do we get our customers to go from a “maybe” to a “yes”?
I am going to explain the top 10 reasons your customers are not buying, and break down how to overcome those objections. I’ll even share how I experienced this as a customer. I was unsure about a service being offered to me, and the sales guy did a phenomenal job selling me on it. Sometimes we can learn a lot by changing roles.
Make sure to listen to this week’s episode. It’s got a ton a great information that you can start using today.
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And so he had completely obliterated that objection of mine that this is too expensive. It’s actually a fantastic deal for me to give this guy 975 bucks and not worry about my lawn for the entire year.
Most people don’t realize this, but there are 10 reasons that people are not buying whatever it is you’re selling. It doesn’t matter what on earth you’re selling. It can be a physical product, digital product, service. Does not matter. There are 10 big reasons why people don’t buy and before I go into what those 10 are, I want to tell you what they are not. And the the reasons people don’t buy from you are not because your website is ugly or your logo is ugly or your product isn’t good enough or your product isn’t pretty enough or your funnel isn’t dialed in enough or you don’t have enough followup emails or your Facebook ad doesn’t make sense. Those are not reasons why people don’t buy. The top 10 reasons why people don’t buy art. Number one, they’re thinking, why should I care? Why should I care about this? You’re putting something in front of me, your marketing or promoting something to me, why should I care about this? What does it have to do with me?
Number two is I don’t understand this, that your explaining it in a way that is too complicated for them to understand. This is the the principle of keeping things simple, of talking at a first or second grade reading level at focusing on one or two key points that are the main points behind why your product is so good or why it’s so valuable, not trying to over explain and over-complicate things. Number three is they don’t believe you understand them. They don’t believe that you are coming from a frame of reference that has experienced what they’re experiencing. Number four is that they’re just not sure if they’re just not sure about this. They’re not sure if they can believe you because you haven’t done a good enough job to prove that you are believable and that your product works and has helped other people.
Number five is why should I believe you? That, again, kind of the same as number four that you haven’t given them. Proof on why you’re believable, why you’re trustworthy and why they should take action right now. Number six is that it’s too expensive, that they’re focused solely on price and you haven’t done a good enough job explaining why the price is actually a great deal, which leads into number seven, which is that even if they think the price isn’t too expensive, that they’re just not getting a great deal, that they could go get a similar price somewhere else. Number eight is that I’ve been burned before. They’re thinking, you know, this sounds great, but I’ve tried this before. I’ve bought another fitness program or another diet routine and didn’t work or I’ve hired another service to, you know, clean my house and they did a crappy job and they left stuff everywhere.
Number nine is, I’ll just do this later. They’re thinking, this sounds great, but I don’t need to take action right now. I’ll come back and I’ll decide later. And number 10 is I’m just not ready right now. People convince themselves that I’m not ready to make the investment, I’m not ready to jump all in and do what needs to be done to actually make this purchase and fix this problem that I’m having. So if you’re wondering, well how do I overcome all of these? Let me start with probably one of the biggest ones that people harp on and that most of us think is the reason why people don’t buy. And that’s number six on the list. It’s that it’s too expensive. That your customer, when you reveal your price that they’re thinking, this is too expensive. And this same situation happened to me the other day.
So spring is among us here on the east coast. Everybody’s working, doing yard work, getting their lawns taken care of and all that stuff. So I call up a guy and have him come out and give me a quote for taking care of our grass all year long. They’re going to seed it and do all kinds of stuff and treat it all year long and they’re going to do it all for me. They’re going to buy all the stuff for me and he gives me the price and he quotes our yard, which the grass here is about an acre and he quotes us at about a thousand dollars a year, 975 bucks for the year. And so I’m talking to them, I’m like, “You know, that sounds like a lot like for 975 bucks you’re just going to make my grass a little greener and fill in some holes. You know, it sounds, that sounds like a lot. Why is it so expensive?”
And he did a fantastic job of overcoming that objection of price. And he says, “Well, look, let’s add everything up. Let’s add everything up that I’m going to be doing or that our team’s going to be doing for you. Number one, if you do this on your own, you’re going to have to buy three bags of this GrubX stuff that gets rid of the bugs. Three bags of grass seed, three bags of the thicker lawn grass food basically. Then you’re going to buy three bags of the triple action turf builder stuff that kills weeds and keeps your grass going all year long. You’re going to have to seed and do all these things in the spring, in the summer, then again in the fall and every time you do that, it’s going to take five to 10 hours of your time. You’re going to have to buy the little Scott’s turf builder dispenser thing to pour all the seed into and you walk around your yard and it spits crap all over the place.” And he starts adding all this up and he pulls out his phone and he goes to Amazon.
He’s like, “Look, three bags of this. These are $62 a piece. These three bags are $44 a piece. These three bags are $45 a piece. These three bags are 20 bucks a piece. The spreader is 53 bucks. You can get them all free shipping, so you have to worry about that, but just those alone, those are seven, 800 bucks. Then factor in how much is your time worth?” And he asked me that question and that is a genius question because most people think when when you’re selling your product you would never think to factor in the time that it’s going to take me to do it on my own.
And he said, “It’s going to take about 20 hours of your time and how much is your time worth?” So I didn’t tell him how much of my time is actually worth. So I just took a rough guess and said, “50 bucks an hour.” The average, not average American, but you know, good salary is 50 to 100K, that’s 50 bucks an hour. So that alone, 20 hours of my time at 50 bucks an hour, and my time is worth a lot more than that. So he did all the math, pulled out his phone, did all the math. It’s $1,571.63 cents that it would cost me to do it on my own. And honestly, it’s probably two or three times that because my time is worth more than 50 bucks an hour to me, and so he completely obliterated that objection of mine that this is too expensive.
It’s actually a fantastic deal for me to give this guy 975 bucks and not worry about my lawn for the entire year. I don’t have to go find which seed it is. I don’t have to reorder it when I don’t buy enough, I don’t have to buy the spreader. I don’t have to actually go do everything and clean up the yard and spread the seed and then water everything. He’s going to do it all for me. And he crushed that objection of price because he built up the value of every single piece.
And that’s the thing that a lot of marketers, especially in the beginning that we struggle with, especially when you sell things that are hard to quantify, you might sell information. So how do you quantify how much that information is worth? It’s possible. I’m not going to go into the details here, but study any of our sales pitches, study any of the content that we put out there, and we do that every single time we try to sell something. That you want to position your product with the value that it truly, truly has and it’s easy to do, it just takes a little bit of practice.
But once you do that, you then can turn a customer like me who was skeptical, who was ready to say, “Hey look man, you know, I’m just going to do this on my own. 1000 bucks. Like I could probably do this for a couple of hundred bucks.” But I was wrong. I was making an assumption, and your customers are making those same 10 assumptions. Why should I care? Is this for me? I don’t get it. You don’t get me. I’m just not sure about this. Why should I believe you? It’s too expensive. This isn’t a great deal. I’ve been burned before. I’ll do this later. I’m just not ready right now. Imagine if you overcame every single one of those objections and you showed them why they should care. You showed them why this is perfect for them, why it’s easy to understand.
You show them that you understand them, you gave them a reason to act right now. You showed how great of a deal it is. Imagine if you could do all of that. Well, that’s what we teach. If you guys are customers of the 1 Page Funnel Master Class, you know, you’ve gone through our one page blueprint that is those seven steps. It’s a script that you can put them all on one page and it goes from step one to step seven, and by the end of those seven, all of the objections that your customers will have, all 10 of those objections and the dozens of other objections that probably come up that keep them from buying, those will all be obliterated. And when that happens, you start making sales, you eliminate all of the evil thoughts, the things that are going through your customer’s head that they’re not really telling you that, I promise you they are there.
Those objections are there no matter what it is. When you’re deciding what restaurant to go to, when you’re buying a car, when you’re signing a lease, all of those objections are in your head. None of us buy things that we think are too expensive, that aren’t a great deal or that weren’t made for us or that we don’t understand or that we’re not sure about or that we don’t believe will actually work or that we have no reason to act on it right now. None of us buy things unless we check all of those boxes. And the only way you check all those boxes is by becoming a great marketer, a great salesperson, and that’s what we teach in our 1 Page Blueprint, The Seven Step Process, and again, if you have no idea what I’m talking about or if you’ve never heard me explain this before, we’re doing another big live webinar this Thursday at 2:00 PM you can go register at 1PageFunnel.com. The number one, PageFunnel.com.
Go save your seat. We already have thousands and thousands of people registered. So there’s definitely not going to be enough room for everyone. But if you get there early enough and you register, you’ll definitely be able to get a front row seat. And I’ll explain to you how this seven step script works, how you can make sure that you eliminate every single objection so that no matter what you’re selling, it flies off the shelf and you actually make sales. We have thousands of people using this process. I’ve refined it over the last couple of weeks. We made it even better, and this Thursday we’re going to reveal for the first time the new 1 Page Blueprint and how all of this stuff works.
So go over to 1PageFunnel.com/go. Join us 2:00 PM eastern on Thursday. Even if you’re not free then, go register anyway, we’ll try to record it and send the replay out over the next couple of days. But anyway, regardless if you want to know how to overcome those objections, realists, listen again to this podcast and you’ll be able to follow this same process that the lawn care guy used on me to convince me that not only was this price product not expensive, it was actually a fantastic deal. It’s actually going to cost me half as much to let him take care of my yard than it was going to be to do it on my own to. It’s a great lesson for any of us trying to sell anything to anyone.
If you’re looking for an easy way to launch your business online and start making sales or a simple way to get fast cash out of your already established business, then check out how I’m making $1,729 per day with a simple one page website. I break it all down over at 1PageFunnel.com. That’s the number one, PageFunnel.com