Most business owners assume they simply need more leads, more traffic, more people to talk to.  More often than not, this is NOT their core problem.  Mostly, business owners need to know how to sell, at higher prices, and more consistently.

A lot of this has to do with pricing, positioning and packaging… all topics I cover in my programs and products in more detail.  But, today, I want to cover how to remove whatever your own market is tripping over, when on their way to “the sale.”  Essentially, we want to remove whatever is standing in THEIR way of buying from YOU.

Obviously, every business has its own challenges in the “buyer resistance” department.  Some have a trust issue they need to overcome.  Other people realize that their clients are tripping over their desire to “do it themselves.”  For my own firm, one area of resistance I see is the fact that by the time business owners find ME, they’re gun shy, having bought a BUNCH of stuff that “didn’t work.” All of us are different, but the first step is to do this:

Identify the specific things, doubts, processes, beliefs, etc. that are standing in the way of YOUR clients buying from YOU.

Make a list.

Quick example from Amazon.  Amazon was losing sales AT THE EXACT MOMENT after someone put an item “in their cart” and before entering credit card information for payment.   Their solution was to implement one click ordering and keeping our credit card information on file.

Here’s an example from my own business:  I know that my ideal clients have tried a LOT of what is out there already, with varying degrees of disappointment. I know that they roll their eyes when they hear the names of many of my peers mentioned.  PART of my solution to this is not associating myself with these names… I’m a hermit by nature, so that part is easy. =) But I also don’t participate in any joint ventures or affiliate marketing opportunities.  None.  Ever. No matter how “known” the name of the person asking.   In this way, I begin to remove obstacles that may hold my ideal clients back from working with me.

So, what is it for you? What is tripping your clients on their way to your door? What roadblocks are you battling?  What sort of beliefs do you need to educate around in order to serve more people?

The truth is, you may NOT need more leads…. If you helped the leads you already have navigate around their own resistance to working with you.