Lifting the lid on the real reason people aren't buying your stuff.....

Do you ever feel that you’re doing all the things that you think you should be to grow your business but still not seeing the results you feel you deserve?

Posting and networking in Facebook Groups

Dabbling with Linked In.

Attending networking events.

Producing a shed load of free content.

And even trying those pointy dance reels on Insta?

The bottom line is you’re still not making sales at the rate you want to.

People aren’t buying your stuff.

You begin to question yourself and those mind monkeys start chattering much more loudly.

And then the logical part of the brain tries to make sense of it all.......

People aren't buying because your audience isn't big enough.

People aren't buying because you've got the wrong audience.

People aren't buying because your fees are too high.

Maybe you need to pull together a different offer. A cheaper one.

Here’s the thing…..

These may be some of the reasons you think you're not selling your stuff but they aren’t the real reasons you’re not selling your stuff!

I'd wager a hefty bet that the truth is that you’re not asking the right questions upfront to identify the real problem.

You're not lifting the lid high enough.

You're making assumptions.

Presuming that you know the problem.

Without asking them.

There’s a lot of chatter in the business coaching world about ‘demonstrating the value’ of what you do and when you do that, people will pay your fees.

That sounds great but what does ‘demonstrating your value’?actually?mean?

Demonstrating your value starts from being able to identify the problem(s) that those dream clients of yours actually has.

But it’s not just identifying the problem.

It’s all about taking time to understand the problem and how it's showing up.

The impact of that problem and quantifying the impact of that.

Just think of that for a moment.

Quantifying the impact of the problem.

Let’s look at an example.

Imagine a nutritionist who works with midlife women to help them lose weight and can promise (where the client is 100% ideal and will do 100% of the work) that within 90 days.?

The problem is that they want to lose weight. Obvious right?

But the impact of that problem of not being able to lose weight can potentially be huge.

As an example….

• Relationships may be impacted and arguments are more frequent.
• They’ve spent years and years yo-yo dieting spending a fortune on diet plans and clubs like Slimming World.
• Self confidence and self esteem is through the floor which means that they’re being overlooked for promotion at work time and time again.

Asking powerful open questions allows you to understand the real deep impact of the pain that they’re in now and also what the transformation (the outcome of working with you) really means for them.?

People buy a result.

They're not overly interested in how you get them there.

They want the outcome of working with you.

You can only understand what the transformation, and therefore the value of what you do will be by taking time to understand the impact of the problem.

By doing that, identifying the problem and the pain at a deep level your fees and the value you deliver becomes much easier.

The value is in you resolving that problem.

Resolving it quickly.

Because you've taken time to understand.

At a fee that appears to be "valuable" as opposed to what the problem, pain or challenge is "costing" them.

Gone are the sleazy and pushy sales tactics.

The price objection is easier to handle.

The transformation is clear.

You’re much more likely to convert that ‘great conversation’ into a paying client.

If you’re done with having great conversations think about what questions you can ask so you quantify what the real impact of their problem is.

How is that problem showing up?

How long has it been a problem?

What is it costing them on a daily, weekly, monthly basis?

Let me know what value or transformation you provide for your clients.

I love hearing your stories!

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