• Why Clients Don’t Buy & the Solution That Addresses Them All

  • Mar 11 2025
  • Duración: 13 m
  • Podcast

Why Clients Don’t Buy & the Solution That Addresses Them All

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  • Resumen

  • There are reasons people buy from you, and reasons they don't buy from you. Today I'd share a presentation I put together for my clients in the print and promotional products industry that reveals many reasons why clients don't buy from you, and the one solution that addresses them all. Hi and welcome to today's presentation Why Promo Clients Don't Buy from You and the One Solution that Addresses Them All. I am so happy to have you with me today. This is a topic I find extremely interesting and extremely powerful. It's information that I've shared with my Inner Circle clients and our Total Market Domination clients. But I wanted to give you just sort of an overview of some of the things that you might be addressing. And when you address them correctly, you can actually create amazing solutions inside your business. So with that said, let's take a look at why promo clients don't buy from you, and then what we can do about it. Well, first of all, why don't they buy from you? One of the first, primary reasons that people don't buy from you is that they have no idea that you're alive. If they don't know you're alive, they can't buy from you. Next is that they don't know what you do. Obviously, if people have no idea of what you do, they're not going to come to you for solutions. This also ties into the next one, which is that they don't know how you can help them. If they have absolutely no idea how you can help them, no one is going to seek you out. Sometimes they may know you're alive, they may know what you do, they may know how you can help them, but they don't yet trust you. Another reason is that they don't know if they should trust you. Even if they can, they might not know if they should. Many of your prospects aren't going to know why you're different, and if they don't know why you're different from what they already have, or what they've already tried, then they have no incentive to try you. Next, they don't know if they can afford you. Obviously, they're not going to know what you charge or any of the above until you first overcome the problems that we addressed earlier. They won't take your calls. Obviously, if people aren't going to take your calls, then you're not going to be able to sell to them. Same thing if they won't return your calls. If you're calling people again and again and again, and they don't return your calls, they're not going to be able to buy from you. Next we have, "they already have someone." Have you ever heard that one? The answer, of course, is yes, you've probably heard that quite a lot, unless you have not been in business very long. They view you as a commodity. In the promotional products industry, this is relatively easy to do, because they look at it and they say, "Okay, if everybody has access to the same products and services, then why should I choose you?" Right? And one of the problems is that many distributors don't have a good answer to this either. If you don't know why they shouldn't view you as a commodity, you can't convey it to them, and so they're never going to know either. They're on social media and you're not. I've heard distributors tell me this. The reason they won't buy from me is that they're on social media and I'm not. I can't reach them. Okay, we'll talk about that, but the reverse is also true. They're not on social media and you are. "Oh yeah, they're not on social media. I'm trying to reach them and I can't." This is true. It's objectively true. If either of those scenarios are the case, if you're on social media and they're not, or they're on social media and you're not, then yes, you're not going to be able to reach them there and get those customers to buy from you. They don't know if your recommendations are any good. How can they possibly know that until you have an opportunity to really communicate with them? They don't know if your recommendations are going to work for them.
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