Why They Don’t Buy

Frank Kern wrote in his book, 'Convert, The Simple Little Formula That Sold 70 Million Dollars Worth of Products & Services Online' that there are only 2 reasons people don't buy from you.

1. They don't want what you're selling

2. They don't trust you

As far as #1 goes, the best solution I've found is to find of group of people who already want something and then offer them what they want or need.

That seems to be the whole thrust of target marketing vs. mass marketing.

How about the fact that your prospects might not trust you yet?

Well one thing that probably won't help much there, is to sell harder.

We naturally seem to have suspicion towards those whose sole purpose seems to be getting our money right?

It's like the guy who walks into the electronic store to buy a TV.

The salesperson asks "Hello, sir – can I help you find something?"

The guy says, "Nope, just looking."

That’s because, people love to buy, but hate to be sold

The solution?

Serve the heck out of people.

Be the one who shows up to teach.

Be the one who's goal is to add value and build goodwill regardless of whether anyone buys from you or not.

There may be other great ways for gaining trust, but this is probably a great place to start.

Most people when designing all of their sales & marketing material – do so by asking…

• 
  How can I sell my prospect?
  

I wonder what would happen if we asked…

• 
  How can I serve & build trust instead?