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Sales Training + Inbound Marketing + HubSpot

Two Reasons People Don't Buy From You

Posted by Wes Schaeffer | January 21
Selling is not that hard:
  1. Find an itch you can scratch.
  2. Scratch better than they've ever been scratched.
  3. Get the "scratchees" to share their experience.
  4. Rinse. Wash. Repeat.

At the end of the day people don't do business with you for one of two reasons:

  1. They haven't heard of you.
  2. They have heard of you.

If you're struggling with #2, get yourself a good reputation manager, a customer-service consultant, an operations manager, or all of the above and fix yourself.

If you're struggling with #1, you're not alone.

Most business owners are not good at tooting their own horns. But if you don't toot it, who will?

People don't just buy something from you and run out and tell the world.

Heck, most buyers forget their salesperson before they get to their car.

If you provide $1 of value for $1 of cost to the customer, is that newsworthy or "Facebookable?"

If you provide $10 of value for $1 of cost to your customers, don't you think they'll shout it from the rooftops? 

While they probably will, you can't assume they will, which is why you need a process for gathering testimonials and referrals.

Get the new "ABCs of Selling." 

Leave nothing to chance, including your advertising and marketing, which includes referrals and testimonials.

While SEO and social media marketing are still viable means to generate inbound marketing leads, in 2017 and beyond it's tougher, slower, and less-effective than ever, which is why you must master SEM (Search Engine Marketing), PPC (Pay Per Click) Advertising, and that includes buying ads on social media platforms such as Facebook, Twitter, LinkedIn, YouTube, Snapchat, Instagram, etc.

This is good news and bad news.

It's bad news because this is work.

It's good news because your competition won't do the work.

But it can be daunting to do this work on your own. It can be confusing, frustrating, and even overwhelming to learn something new, spend the money and time, measure it, tweak it, and do it again all while keeping your existing business going,

Which is why you shouldn't do it alone.

Jesus sent His apostles out two-by-two.

Who is standing by your side, watching your back, and giving you a hand and an encouraging word along your journey?


If you need more help growing your sales, check out the following resources scattered around this site and a few others I operate, such as:

Good Selling,

Topics: Marketing Plan, Advertising & Marketing, Professional Selling

Written by Wes Schaeffer

The Reassuringly Expensive, Ruthlessly Pragmatic pig-headed entrepreneur dedicated to discovering proven, transferable, effective tools for creating inbound sales so he can help you automate, integrate, and dominate your niche.


Listen to Wes Schaeffer host The Sales Podcast on iTunes   stitcher-white-300x65   Listen to Wes Schaeffer host The Sales Podcast on TuneIn.   Listen to Wes Schaeffer host The Sales Podcast on CastBox.

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Is Selling Harder Than It Should Be?

May I share a little sales wisdom with you?

You're dealing with a human on the other end of your phone, chat window, or social media post. They are frustrated, upset, concerned, and angry. They come to you seeking help. How easy are you to be found and how prepared are you to meet them where they are? Let's talk. ~Wes

Wes Schaeffer, The Sales Whisperer® helps you grow your sales.

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