It’s easy to blame the slow down in your business on the economy. However, doesn’t it make you wonder why some are thriving right now (even in this difficult economy)?  Would you like to know what they’re doing differently?

Here’s what they’re not doing…
Successful entrepreneurs are not becoming prey to negative media constantly telling us that times are tough and they’re getting tougher. We’re not telling ourselves nobody is buying and we’re not accepting the answer “I don’t have any money.”

We are marketing differently – open, honest and upfront.  Consumers are smart and they are being careful where they’re spending money (yes, they are still spending). They want to know they are getting high value in return for their money. Especially when it comes to self-care.  On the other hand, they will make impulse purchases that do not involve self-growth (the ego is keeping them down).

Think about it…. how many times have you heard someone tell you they don’t have any money to spend and they turn around and spend $2000 on a vacation or buy a big screen TV (like that’s going to help them reach their goals).

Why does this happen? You’ve just explained all the wonderful reasons your products or services are the best. You’ve poured out your heart and soul only to hear “maybe later” or “I’ll think about it”.

Here’s Why They’re Saying No When You Ask Them to Buy and Three Key Actions to Help Solve this Problem:

1. You haven’t established rapport, trust and likability.

Take time to talk with you prospects.  LISTEN to their needs and wants (there are buying seeds hidden here). Follow up with them. And when you do, use their name and details they shared with you earlier especially involving their children, pets and  spouse.

People want to do business with others they like and trust. This is a key to not only a new client, but in creating a loyal client.

2.  You haven’t built value to them, meaning you haven’t solved their problem.

Again, active listening is crucial so you learn their problem and share with them exactly how you can solve it for them. Your job is to help them solve their problems, not sell them.  They must feel confident in your ability.

3.  You haven’t created urgency.

The easiest way to talk ourselves out of something is to say I don’t have the time or I don’t have the money. Create a sense of urgency so they say Yes. Yes!  I’m ready to work with you right now (not next month or when they get around to it).

When you allow them to walk away without helping them solve their problem, there is a huge disservice to both of you. Your prospect continues to live with the presented problems.  And you don’t build your practice, or get paid. And, as you know, it takes money to stay in business.

How does this information relate to your and your business? Click on “comment” and leave your feedback.

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“Success mentor Lisa Long teaches alternative and holistic practitioners around the world how to start and grow a profitable business that make a positive impact. Get her FREE CD “How to Focus and Succeed in Record Time… Every Time at www.yesicanwithaplan.com”