You have spent countless hours slaving away, creating an incredible product, crafting your offer, or designing a fantastic service. The landing page is built, the funnel, everything is ready – you put it out there and…CRICKETS! Why is your product not selling? Can you fix the problem? You may ask yourself what you did wrong and search for a solution to this enormous problem. If this sounds like an issue you are dealing with, it is time to kickstart your sales, and it all begins by asking yourself the right questions.
Analyze From Step One
When items are not selling, go back to the very beginning – your idea. It is not uncommon to see coaches, consultants, and experts come up with an idea that someone needs a particular product or service. They see a problem and then go out and create a product or service that solves the problem based on what they determine would fix the issue; this is all based on how they feel and what they see as a solution.
The product or service is announced; it is powerful and the answer to what everyone needs, but no one is buying it. Why? Because they committed the fatal error of assuming that the person who needs the product or service understands their problem and sees what they are offering as a way to fix it. Often, when people have an issue, they are not self-aware enough to understand the cause of their problems, they just know that something is wrong, and this is why no one is buying what you are selling – they don’t even know they need it.
Understand Your Buyer
One of the most critical areas to address when understanding why people are not buying what you are selling is to look at who your buyer is and then crawl inside their heads and understand what is going on in their thoughts. What are they thinking about? What is keeping them up at night? What are they spending their money on or saving for? Typically spending revolves around educating their children or vacations – self-development is rarely high on their agenda. If you are providing a product or service that falls into a self-development area, you can see how important it is to have a compelling value proposition for someone to spend money on your service.
Uncover Wants and Needs
Ultimately, it comes down to knowing the needs, wants, and desires of the person who will be buying your product and becoming familiar with how they spend their money. When you understand them on a deeper level, you can begin to predict their buying behavior by truly understanding what they want; this is the trick to creating a product people will pay for. They may not be aware of their needs, but they absolutely understand what they want. It is almost impossible to sell someone a product to solve a problem they are completely unaware they even have. It is your job to understand what they think they need, but create a product or service that solves what they see as the most important – not what you see. Ultimately, you hope to fix what they really need – the core problem – but your offer has to be based on fixing the problem that they can actually see.
Ask Yourself Probing Questions
So, how do you begin this process? Go back to the first step of my Five Star Success Blueprint and look at your offer and ask yourself these probing questions:
What do I have to offer? Who am I selling to? What do they need? What problems are they having? Where are they, and why am I the right person to sell this product or service to them?
You must answer these questions first; then, you can create your offer because the offer solves their real problem.
As The Growth Architect, I am committed to helping you learn how to create products and services that actually sell. Helping you accomplish this is so important to me that I am launching a webinar masterclass training dealing with this exact topic. If you are interested in creating products and services that sell, watch my video to find out more about creating products and services that sell, or you can also check out YourBusinessMC.com for other upcoming masterclasses.
Beate Chelette is The Growth Architect & Founder of The Women’s Code, and provides visionaries and leaders with strategies, blueprints and results-oriented, tangible tools and techniques that give clear steps to improve business systems, strengthen leadership skills and teams so that you can scale your impact.
A first-generation immigrant who found herself $135,000 in debt as a single parent, Beate bootstrapped her passion for photography into a highly successful global business and eventually sold it to Bill Gates in a multimillion-dollar deal. She is amongst the “Top 100 Global Thought Leaders” by PeopleHum and “One of 50 Must-Follow Women Entrepreneurs” by HuffPost.
Recent clients include Amazon, Reckitt (the maker of Lysol), Chevron, Merck, Johnson & Johnson, the Women’s Legislative Caucus of California Cal State University Dominguez Hills, Shelter Inc., Mental Health First Aid and thousands of small businesses.
Beate is the author of the #1 International Amazon Bestseller “Happy Woman Happy World – How to Go From Overwhelmed to Awesome” –a book that corporate trainer and best-selling author Brian Tracy calls “a handbook for every woman who wants health, success and a fulfilling career.”
To book Beate to speak or train please connect here. Your Time Is Valuable!