A while ago, someone asked:
“What should I do to encourage people to buy from me?”
The good news is:
You don’t need to do any encouraging, or convincing, or persuading.
The bad news is:
If you feel that you need to convince or encourage a buyer, you’ve not done your homework yet.
Of course the good news in that, is that it’s never too late to do your homework.
With ‘homework’ being:
Finding out exactly who is the kind of buyer who is ready, right now, and has the budget to get your coaching or consulting solution.
Sure, you can try and engage with people who need education on why buying is a good idea, or make compelling arguments, or layer on bonuses, or give discounts.
But why would you?
Doesn’t it make far more sense to figure out the perfect, ready-right-now buyer, and only talk to those people?
Because those people exist.
There are companies and individuals who are waiting for someone exactly like you to show up, who will enroll themselves, and who’ll volunteer the sale.
“Take my money” is a thing people actually say.
But, not everyone.
So while you’re trying hard to convince less qualified buyers, there’s highly qualified buyers that you’re not serving because you’re wasting your time talking to the wrong ones.
This is why research – learning your people – is so important.
It enables you to focus only on the most likely candidates.