It’s no secret that in order for a business to be successful, it needs customers. And in order for customers to buy from a company, they need to feel like the company is worth their time and money.
Unfortunately, potential b2b service buyers often won’t even consider a company if they don’t feel like it can meet their needs. In this article, we’ll explore some of the reasons why potential customers might not select a certain company to do business with them.
In this article, we’ll provide you with a few of the most common reasons that potential customers are not talking to you when they are ready to find a solution to their problem.
In order to avoid these mistakes and help your business grow, it’s important to take a step back every now and then and look at what may be holding you back from reaching your goals. Remember: “The only thing worse than making no progress is making negative progress.”
We hope this article helps guide you in the right direction so that more people will start working with your company!
Here are six of the most common reasons that potential customers are not talking with you when they are ready to find a solution for their problem.
Potential customers aren’t aware of you
Don’t expect prospects to find you if you are not making them aware of your business. In order for customers to buy from you, they need to be aware of your company and what you offer. You need to make sure that you are marketing your business in a way that makes it visible to potential customers. You also need to make sure that your website and other online profiles are up-to-date and accurately reflect your company.
Having a marketing strategy is essential for creating positive visibility for your business. A marketing strategy will help you to identify the best ways to reach your target audience and make them aware of your company. It will also help you to track the success of your marketing efforts and make necessary adjustments.
Potential customers may not be interested in what you have to offer if you’re not reaching out to them on the right channels and in the right ways. Make sure that you are tailoring your marketing efforts to attract the right buyers.
Here are 4 actions you can take immediately to increase awareness
- Use a CRM (customer relationship management system) that regularly reaches out with valuable content to your target customer.
- Optimize your web pages for high search engine visibility.
- Consistently develop new leads- your lead generation process must be robust.
- Focus on the channels where you know your target market is hanging out.
Potential customers don’t believe your message
It’s not the message you send, but how it is received.
A company can have a great service, but if they don’t communicate that greatness effectively with their customers and potential customers, people will buy from someone else.
A poor message could be:
- Poorly written content that doesn’t resonate with your audience – An unappealing offer (price too high, benefits of purchase too vague)
- Lack of value-added information to support the sale (no testimonials from happy clients)
And so on… There are many ways for a company to miss the mark and lose out on sales opportunities because of ineffective messages. The good news is that there are plenty of easy changes that can be made.
If they go to your web page but are immediately turned off by poor design, the same old information they see from everyone else, or copy that lacks credibility and authority then they aren’t going to be motivated to continue.
Your copy needs to be credible, have a well-designed web page, proper English and spelling, no unbelievable claims, and include elements that increase your authority as an expert in your field.
Potential customers don’t understand what you are offering
A company’s offer is the first thing a potential customer sees, whether you’re trying to attract them with your website, social media ads, or direct mail. If they don’t understand your offer — if it’s not clear and easy to grasp– they will go elsewhere. Even worse, they may buy from a competitor who has clearer messaging.
That means creating an effective offer is critical for attracting more business.
If you confuse potential prospects, you lose potential customers. Craft your website message and other marketing collateral so prospects clearly know what you are offering, how you are different, and how they will benefit – and don’t require them to follow a maze or read 3,000 words or dozens of drop-down menus to discover how your service can best solve their problem.
- Research your competition and find what makes you different When developing an offer, it’s important to know what makes you different from your competitors. What do you offer that they don’t? What are your unique selling points (USPs)? Once you know what makes you different, make sure to emphasize those points in all your marketing materials.
- Keep it simple. Don’t make potential customers work too hard to understand what you’re offering. Keep your messaging clear and concise, and use easy-to-understand language. If they can’t quickly grasp what you’re offering, they’ll move on to a competitor who can explain things more easily.
- Stress the benefits. When potential customers see your offer, they should understand what you are offering, how you are different, and how they will best benefit. Make sure to emphasize your unique selling points, and stress the benefits of doing business with you.
Potential customers see no compelling reason to buy
People won’t buy from you if they don’t see a compelling reason to do so. Even if you have the best product or service in the world, potential customers will be hesitant to work with you if they can’t see how it will benefit them. You need to find ways to show them what’s in it for them, and make it clear why choosing your company is the best decision they could make. Not to choose you would just be plain crazy!
Without a compelling reason to raise their hand to hear more, the customer will likely postpone the decision until they find a compelling reason from one of your competitors.
You are targeting the wrong potential customer
If your business is targeting the wrong potential customer, you are going to have a tough time selling to them. This can be due to a number of factors, including that they may not have the budget for what you’re selling, or that they are not in need of your product or service now. Whatever the reason, targeting the wrong potential customer can be very costly for your business and can lead to a decline in sales and a loss of money.
In order to get your audience to listen, you have to know who you’re speaking to and speak directly to them. When it comes to selling to businesses, you need to know what their needs are and what solutions you can offer them. It’s also important to be aware of the competition and what they’re offering. If you can show that you’re an industry expert and that you have a solution that is better than the competition, you’ll greatly increase your chances of winning over new customers.
Are your marketing, advertising, and web pages speaking to the people you’re your service will most resonate with? To do that successfully you need to develop a customer avatar or persona. Your message needs to be aimed at a specific group of people if you want them to read and respond to it. This goes a long way in wasting time and expense talking to the wrong people.
Potential customers don’t need and aren’t looking for your Service
Even if you have a great product or service, there’s a chance that your potential customers don’t need or aren’t looking for what you’re selling. This could be due to a number of factors, such as the fact that they already have a provider they’re happy with, or that they don’t have the budget for your service. Whatever the reason, it’s important to be aware of the fact that 90% of the people you are contacting are not currently interested in what you’re offering.
In order to succeed in marketing and sales, it’s important to target your efforts towards potential customers who are most likely to be interested in what you’re offering. This means doing your research and understanding who your target audience is and what needs they have.
The first reason is that they don’t need your service. They may not know they need it, or they may be happy with what they have and are not interested in changing. In other words, you’re providing a service people don’t want. This could mean you’re targeting the wrong group of customers for your services, which brings me to my next point…
The second reason is that potential customers don’t see the benefits of buying from you instead of someone else. If their needs are better met by a competitor’s offerings (and oftentimes this can happen without them even realizing), then why would they choose to purchase from you? It’s because these potential customers aren’t really looking for services like yours anyway.
Hard as it may be to believe, there is a high probability that customers simply aren’t interested in the product you are offering right now. Statistics show that 10 % of people, at any given time, are actively looking to buy the services you are selling.
Getting better leads and more sales now
Sales are essential for every business, but they can be difficult to come by when you’re not targeting the right audience or your marketing isn’t speaking the language of the potential customers. To increase your chances of talking to more people and closing more deals, it’s vital to understand what your potential customers want and need, and how your services can best benefit them. It’s also crucial to know exactly who your target audience is and what you can offer that is better than the competition. If you can do this, then you’re on your way to increasing sales and growing your business.
If any of this sounds difficult to do alone, we’re here to help! We offer marketing reviews and digital marketing plans that can effectively position your company with B2B service buyers in today’s competitive marketplace. Contact us now if you need help beating your competition and attracting more ideal customers!
