There is one worry that has resulted in more lost sales than anything else.
It doesn’t matter whether you’re offering a product or service.
It doesn’t matter whether you have a low cost or premium offer.
It doesn’t matter whether you’re in a business market, hobby market, or anywhere in between.
Your customers and clients are holding back from purchasing, because they’re worrying about this…
“Will it work for me?”
You did a good job of calling them out and speaking directly to their pain points. You had a strong promise which you backed up by proof. They resonated with your story and how your system worked for you and others. And you really built up the value of your offer. It sounds like it’s worth more than what you’re charging for it.
But that one worry is holding them back.
“Sure, it worked for them. Here’s why it won’t work for me…”
It comes in a lot of variations…
“I’m too old for this.”
“I’ve failed at things like this before.”
“I don’t have the right connections or support.”
“I’m too much of an introvert (or extrovert).”
“I don’t have enough time.”
“I don’t have enough money.”
“I don’t have enough willpower.”
“I don’t have an email list or a social media following.”
“I don’t have technical skills.”
“I’m not good enough at __.”
“This only works for people who _.”
Insert anything you want in those last two blanks, “I’m not good enough at writing, speaking on video, or dancing”.
I’m definitely not good enough at dancing, no matter what the topic is.
So how do you deal with this?
You confront it head-on.
If age is an objection, talk about age. Mention that this is ‘for any age’ several times on your website. Mention your youngest and your oldest customers. Tell a story about someone who is older that followed through on this and saw the results.
Make a list of your customers’ personal objections.
Handle the most common ones on your website directly.
You can work them into your main copy, or you could add a little Q&A section near the bottom of your website that brings these up.
You can also handle both the common and uncommon objections in your email sequence.
Tell stories about people who’ve faced those same challenges.
Talk about how you’ve personally faced and solved those problems.
Start an email with one of these as a question…and answer it.
The more you know and understand your audience, the easier this is to do.
My Golden Glove Persuasion Map™ shows you the way.
It allows anyone to quickly create clear, authentic marketing messages with impact.
No matter your age…your online experience…or if you can’t currently sell your way out of a wet paper bag.