Oh, I like to be elongated. Vanna White-ing my pants. Oh, excuse me, my jumpsuit.
Hey, it's Marie Forleo, and you are watching MarieTV, the place to be to create a business and life you love. And today I have a question for you. Do you have cobwebs on your Buy button? Are you scratching your head wondering why more people aren't lining up around the block to get a piece of your pie? You know what I mean. Why aren't more people buying your products, your services, your pie? Something is not working, so let's figure out what that is because once you identify, you can rectify.
Preach, girl, preach.
In other words, we can turn that sales frown upside down.
Let's start with reason number one. You're not asking for the sale or making enough offers. Back in the day when I was still coaching one-on-one, my man, Josh, made a brilliant observation. He said, "Marie, your newsletters are awesome, but why didn't you mention you have coaching spots open for new clients?" For me that was like, "Duh." It was a palm to the forehead moment. Most of us are so afraid of making direct offers or asking for the sale because we don't want to come across as pushy or salesy.
Look, you run a business. That means you have to make offers and directly ask for the sale. And if you have any hesitation whatsoever about sales and marketing, you need to get your buns in B-School the next time class comes around.
For more information, go to joinbschool.com.
And see that? I just made you an offer right there.
Reason number two, you haven't earned our trust. No reviews, no testimonials, no demonstrations, no track record, no before and afters. When I hand over my money, I want to know something works. Or at the very least I want to hear about other people's experiences.
If you sell a product that grows hair, I want to see pictures of people with some bald patches and then pictures of people with luxurious hair. I want to see some happy customer quotes saying, "Once I was bald, and now I have a big bush." Up here, guys. Mind out of the gutter. Don't just say, "Miracle hair grow, it works." Show me some rave reviews. Show me something.
Reason number three, your offer isn't specific enough. We did a whole video on this with my dear friend Ramit Sethi. You've got to choose a specific audience and then make offers specifically tailored to them. Here's the three-second summary. When you're talking to everybody, you're talking to nobody. Hey, nobody.
I wasn't talking to you. I was talking to everybody.
See what happens?
Reason number four, we have no idea what you're actually selling. If you're selling "juicy, sassy abundance," we don't know what that is. Does it remove eye makeup? Is it a Szechuan specialty? Now, contrast that with one of my favorite food shops in New York City. It's called The Meatball Shop. Guess what they sell? Mop handles? No. Meatballs. And actually, the best balls ever. Veggie balls, that is. And just in case you forget what they sell, they remind you like this.
Reason number five, the price is not right, do not come on down.
The price is wrong, bitch.
You may be too expensive or too cheap for your ideal customers, or maybe you haven't effectively communicated the value of your offer to make it a no-brainer. Now, we've already talked about pricing quite a few times here on MarieTV. Here, here, and here.
Reason number six, you've given us too many damn choices. Here's an example: jams.
Oh, no, sorry. Does everyone know [Jams 00:03:55]? I'm talking about the kind that you eat with peanut butter.
There's this study about two different stands in the same grocery store that were both selling jam. One stand had 24 kinds of jam, the other only six. Now, more people took free samples from the stand with 24 kinds of jam, but guess which stand scored more sales. You got it. The one with only six kinds of jam. In fact, less choice in jams equals six times more sales. Damn, jam.
Now, if you want a deeper dive on this study, check out the TED Talk by Sheena Iyenga. Not to be confused with Sheena Easton who sang with Prince on U Got the Look. Not to be confused with their lesser known jam called They Got Confused.
Now let's wrap this up with one of my favorite pieces of business wisdom ever. No, I did not come up with it, but yes, it is a tweetable. A confused mind always says, "No."
So there you have it, seven reasons customers aren't buying your pie. Now, there's a lot more to talk about with this topic, so let's get to it. Do you have any more reasons to add to the list? Think like a customer. What stops you from clicking that Buy button? Leave a comment and let me know. Now, as always, the best discussions happen after the episode over at marieforleo.com, so go there and leave a comment now.
Did you like this video? If so, subscribe, share it with your friends, tell everybody about it. And if you want even more great resources to create a business in life that you love, plus some personal insights from me that I only talk about in email, get those sweet buns over to marieforleo.com and sign up for email updates.
Stay on your game and keep going for your dreams because the world needs that special gift that only you have. Thank you so much for watching, and I'll catch you next time on MarieTV.
B-School is coming up. Want in? For more info and free training, go to joinbschool.com.
So fresh and so clean clean. Squirrel sounds. Is it a Szechuan specialty? I like it. A little sassy. A little spicy chimichanga, get the day started right.