Hey, it's Marie Forleo and you are watching MarieTV, the place to be to create a business
and life you love, and today, I have a question for you. Do you have cobwebs on your Buy button?
Are you scratching your head wondering why more people aren't lining up around the
block to get a piece of your pie? You know what I mean. Why aren't more people buying
your products, your services, your pie? Something is not working so let's figure out
what that is because once you identify, you can rectify. In other words, we can turn that
sales frown upside down.
Let's start with reason #1 -- You're not asking for the sale or making enough offers.
Back in the day when I was still coaching one-on-one, my man Josh made a brilliant observation.
He said: "You know Marie, your newsletters are awesome, but why didn't you mention
you have coaching spots open for new clients?" For me that was like "duh," it was a palm
to the forehead moment. You know, most of us are so afraid of making direct offers or
asking for the sale because we don't want to come across as pushy or salesy. Look, you
run a business; that means you have to make offers and directly ask for the sale. If you
have any hesitation whatsoever about sales and marketing, you need to get your buns in
B-School the next time class comes around. And see that? I just made you an offer right
there.
Reason #2 -- You haven't earned our trust.
No reviews, no testimonials, no demonstrations, no track record, no before and after. When
I hand over my money, I want to know something works or at the very least I want to hear
about other people's experiences. If you sell a product that grows hair, I want to
see pictures of people with some bald patches and then pictures of people with luxurious
hair. I want to see some happy customer quotes saying "You know, once I was bald, and now
I have a big bush." Don't just say "miracle hair grow, it works," show me some rave
reviews. Show me something.
Reason #3 -- Your offer isn't specific enough
We did a whole video on this with my dear friend, Ramit Sethi. You've got to choose
a specific audience and then make offers specific tailored to them. Here's the three second
summary: when you're talking to everybody, you're talking to nobody.
Reason #4 -- We have no idea what you're actually selling.
If you're selling "juicy sassy abundance", we don't know what that is. Does it remove
eye makeup? Is it a Szechuan specialty? Contrast that with one my favorite food shops in New
York City. It's called The Meatball Shop. Guess what they sell? Mop handles? No! Meatballs
and actually the best balls ever; veggie balls that is, and just in case you forget what
they sell, they remind you like this: We Make Balls.
Reason #5 -- The price is not right!
You may be too expensive or too cheap for your ideal customers, or maybe you haven't
effectively communicated the value of your offer to make it a no brainer. We've already
talked about pricing quite a few times here on MarieTV.
Reason #6 -- You've given us too many damn choices.
Here's an example. Jams, the kind that you eat with peanut butter. There is this study
about two different stands in the same grocery store that were both selling jam. One stand
had 24 kinds of jam, the other only six. More people took free samples from the stand with
24 kinds of jam, but guess which stand scored more sales? You got it; the one with only
six kinds of jams. In fact, less choice in jams equals six times more sales. If you want
a deeper dive on this study, check out the Ted Talk by Sheena Iyengar, not to be confused
with Sheena Easton who sang with Prince on You Got the Look, not to be confused with
their lesser known jam called They Got Confused. Let's wrap this up with one of my favorite
pieces of business wisdom ever. No, I did not come up with it, but yes it is a tweetable.
"A confused mind always says no."
So there you have it. Seven reasons customers aren't buying your pie. Now there's a lot
more to talk about with this topic, so let's get to it. Do you have any more reasons to
add to the list? Think like a customer. What stops you from clicking that Buy button? Leave
a comment and let me know.
As always, the best discussions happen after the episode over at MarieForleo.com so go
there and leave a comment now.
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Stay on your game and keep going for your dreams because the world needs that special
gift that only you have. Thank you so much for watching and I'll catch you next time
on MarieTV.