1. They don't know you or trust you.
Give them a reason to want to get to know you, and give them a reason to trust you. Testimonials can help. A Money back guarantee can help. Offering a FREE trial or download can help. Start raising your profile, and visibility by blogging, writing articles, networking, attending events, exhibitions, hosting workshops etc. Be different. Offer something different. Stop offering features. Start offering real benefits. Do you empathise with your target audience, do you know the problems they have, and can you genuinely help them? Do you serve to help? Or do you serve to control? What tactics can you use to get people talking about you and referring you to others who need help in the area you specialise in?
2. They don't want what you are selling.
A toughie. If they don't want it - Don't push it. But if they need it, and they don't just recognise that they need it, think how you can demonstrate or prove the value you offer. Think how you can allow them to come to the conclusion that they have a need for what you offer - for the cost in not acting or choosing one of your solutions will be much more expensive in the long run.
You certainly don't want to waste time and money going to appointments to drink their coffee, waste their time and yours if it could have been decided hours, days or weeks ago whether they were interested in what you have to offer or not, and whether they need what you offer or not.
3. They won't pay what you want to charge them
Again, this is simply because they haven't recognised the value you offer. Calculate and demonstrate the opportunity cost, or the real cost in not acting. Calculate and demonstrate the saving or efficiency you offer, and/or the inefficiency, waste or spiralling cost or loss in not working with you.
Try this - Write down how much you want to generate in sales in the next 12 months - go on, write it down. Write down how much you want to earn in revenues in the next 12 months. Done it? OK, good, now write down what your annual revenue is now. Go on, write down what your annual revenue is now. Done that? Excellent.
Now Subtract your second answer from the first answer. That's how much you're losing or not generating now - How can you illustrate that point with your clients?
More importantly, how are you going to generate those revenues you want? Whats the plan for them, and what's the plan for you?
4. They just don't believe in you.
Then prove it. Demonstrate it. Give them reason to. Offer a sample, a puppy dog close - a FREE trial. See 3 above. Show them the hundreds of testimonials you have, or all the videos you have on You Tube, links to your previous blogs - so they can sample you, what you know, what you've achieved and what you believe in - People buy from people they like.
Your prospects want 3 things - Confidence. Progress and Results - so give it to them. Give them the confidence they crave - and that you can help them to achieve the progress and the results you offer. Quite often they simply don't know what it is they want because they don't where they're at, or where they've been, and thus they don't know where they're heading.
So why not help them do that - it starts by building confidence in your prospect's mind so that they can start to make progress and know that by working together will lead to even bigger and better results. Allow them to experience the help, guidance and support you offer, and how much you go the extra mile in order to nurture the relationship.
5. The timing isn't good.
Reschedule. Plan in advance. Illustrate and demonstrate the cost in not acting now. Introduce scarcity, limited stocks, impending price increase, delayed delivery times in not acting - Ask "why" the timing isn't good - to draw out the real reasons or objections and not just the excuses. Offer a discount to commit today, but accept delivery in 1,2 or 4 months time. Will the "timing" ever be right, will the cost of their pain increase in the meantime/interim? What was your answer in that little exercise in 3 above - how much of a gap is there where your prospects are now, and where they want to be, more importantly, do they know what they want
and know how you can help them achieve it?
6. They recognise the value, but they don't have the budget/money
Remind them of the cost in not acting. Introduce a discount for prepayment. Offer Split payment terms. Offer a Finance option, a Lease option, subtract or take away some of the value you offer, for a lesser offer or lesser price.
Ask them on a scale of 1-10 how serious they are wanting to solve the problem, and how much they can afford to lose or continue to lose compared to the price you charge. Why not offer them a 100% return on their investment, or a 100% money guarantee if not happy.
7. Un-Answered Questions
Un-answered questions prevent sales from happening, so draw out the questions in advance via a list of frequently asked questions on your website, pre-empt the questions durign your presentation by saying "you're probably wondering....well, what we do is....", Un-answered Questions can be eliminated by identifying the un-asked questions, and answering them before the prospect even thinks of them.
Un-answered questions are usually a lack of product knowledge or more importantly, a lack of belief in the product or lack of research in your customer's needs. More importantly, what questions have you forgotten to ask about your prospects, to ensure you qualify them thoroughly enough, so you dont waste their time, and they don't waste yours?
Hope that gets you thinking...
Any others you can add to the above?