It couldn't be much easier...
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When you break things down, there are only 3 main reasons why someone doesn't buy from you:
1. What you're offering doesn't match their desire (they're not interested)
2. What you're offering is beyond their budget (they can't afford it)
3. What you're saying isn't believed (they don't trust you)
Yes, there might be other "sub" reasons why someone doesn't buy, but it can all be nutshelled into those 3 reasons.
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Why Is This Important?
I frequently hear from members who are frustrated about their declining sales -- they just can't figure out what they're doing wrong.
One of the first things I do in a consulting session is find out the answers to these three questions -- are they interested, can they afford it and do they trust you.
The great thing is, it's a process of elimination. If it's not one thing, then it's one of the other two. Then you can narrow it down further. Or let's say you know they can afford it and they've expressed interest, then you know it's a lack of trust.
Once you hone in on the reason, you can work hard on turning it around. If it's a trust issue, tell them success stories, show them testimonials and prove that you are a person of your word by showing up on time, calling when you say you'll call, etc.
In some cases, you can do this little self-assessment in as little as 60 seconds and fix the problem almost instantly.
This is one of the easiest and fastest ways to turn your business around.
Often the simplest solutions are the best solutions.
Until next time...
K.I.C. (Keep It Coptic!)
If you have any comments, ideas or suggestions, please email me at: nader@copticchamber.com.
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Nader
Founder of the Coptic Chamber
ABOUT NADER ANISE
For the last 30 years, Nader’s talents as a marketing strategist and copywriter have generated hundreds of millions of dollars for himself and his clients. In addition, he is a recognized PR expert, and has been featured in countless media outlets such as: The Wall Street Journal, NBC, CBS, Forbes, Bloomberg and USA Today.
Nader’s storied marketing and sales experience has enabled him to mentor business owners in all types of industries, including: legal, medical, financial, therapeutic, mortgage, investment, wealth, retail, insurance, transportation, pharmaceutical, clothing, restaurant, real estate, education, insurance, construction, internet, telecommunications, manufacturing and many others.
Nader has trained over 25,000 business owners from all around the world on sales and marketing.
To read Nader Anise's bio on Wikipedia, go to:
3 AMAZING FACTS ABOUT NADER ANISE, ESQ.
FACT #1: In 2001, Nader wrote a one page press release that generated over $2,200,000 in free national publicity.
FACT #2: Within four years of starting his law practice, Nader was featured on the cover of Lawyers Weekly USA section B (currently Lawyers USA) and was lauded for his remarkable achievement of building a "thriving law practice... without spending a penny on advertising."
FACT #3: Nader landed on the cover of the Wall Street Journal after sending the editor a cold email with a subject line that consisted of nine words, including, ONE key, riveting word.
(BONUS FACT): Nader wrote a direct mail letter for a small business that created such an overwhelming response, the owner sent Nader a frantic email with the message: "You're killing me with all the new business. We are busting at the seams and all my employees are freaking out..."
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