Why Your Perfect Offer Still Isn’t Selling and How to Fix It (Sales & Marketing)

Here's the problem...

Let’s imagine you have the perfect product… 

You’re offering it to the right client… 

The price is insanely affordable… 

And your sales pitch could win copywriting awards… 

But those crazy people still don’t buy! 

What the HELL?? 

Here’s the problem: you’re working with humans. 

If you were selling to robots, you check all the boxes and you’re done. 

But with humans, there’s SO MUCH happening right beneath the surface, there’s always something extra to consider. 

Now, I’m not gonna stay here and tell you I have a mindreader you can use. I wish I did. 

What I do have, though, and what helps me sell, is a very specific set of skills… Lol, no. 

I just know the most common buyers’ objections and approach them in new ways. 

Because the old ways don’t work anymore. We’ve all heard of them. 

Learn to handle buyers’ objections and you’ll get: 

• Paid subscribers with every email you send out. 

• Product sales with every email you send out. 

• Sales meetings booked with every email you send out. 

• And even closed sales after most of your sales meetings (if you do those). 

Interested? Let’s dive in. 

What are buyers’ objections? 

Buyers’ objections happen in your buyers’ head after the sales process. 

Some of them are conscious, most of them are automatic. 

They sound like: “This sounds good, but…” (it’s expensive, I won’t use it, it won’t help…)

Technically, to fight objections, you need to “fight” your customer—which isn’t ideal. 

Luckily, there are ways to do this right. 

What are the most common buyers’ objections? 

According to research, the most common buyers’ objectives in a digital environment in 2024 relate to: 

• Pricing 

• Lack of need

• Lack of trust 

• Lack of urgency 

So how do you deal with these like a pro? 

Pricing. 

Copywriters have a saying: it’s never the money. 

Meaning, the problem is never the price. If you explained the value right, it shouldn’t be. 

But sometimes, it is—specifically, in a dynamic, risky, wars/AI/crazy election-driven economy when people have no idea what’s around the corner. 

How to address it: 

Frankly, this isn’t a problem for most of you because you’re not selling high-ticket services. 

If you are and you’re struggling, I’d recommend you: 

• Break down your high-ticket services into smaller components and create one of each offers: basic, standard and premium. 

• Try to make your premium offer less labour-intensive and lower its cost (less 1-1 hours and more homework for coaching programs, for example) 

• Offer payment in instalments

• Look for different group of clients who can afford you. You may need to adjust your offer accordingly. 

 However, if we’re talking about newsletter subscriptions that are priced between $5-$15 per month; or products that cost under $100, then, trust me, the problem really isn’t the price. (Even when people say it is.)

Lack of need. 

At this point, you’re competing against nothing. Competitors don’t exist. 

The conversation happening in your prospect’s head is: Should I buy something to solve this problem at all? Or maybe I’m fine? 

They’re not sure they need to act on this desire or problem. 

How to address it: 

People never need time to make a decision. They need information. The time they take to think is really the time they take to learn new things or organise the information they have. 

So make sure you give them all the information they need, in a structured way, so they understand why it’s important for them to act on this dream or problem. 

Shorten the time for them to make this decision and they’ll be grateful (that’s how cool sales people sell: at the end, you’re grateful because they removed you from your own way). 

So how do you give them more info? Chances are, this won’t happen in a single landing page or a single phone call; you should warm people up with the right information in all your content. 

But if you wanted to make it happen within a single sales pitch, the way to do it is to help them have a breakthrough. Here’s what you could say: 

• Let’s be honest: not making a decision is also a decision. 

• Who do you want to be in 1/5/10 years? 

• Here’s the positives that could happen if you act now. 

• Here’s the negatives that could happen if you don’t act now. 

• Here are the mindset blocks to watch out for. 

• It’s easier than you think (which it usually is), and here’s why. 

• What exactly do you feel like you need to make progress with this? 

Lack of trust.

Now that they know they need to act, you need to make them choose you. This is where you compete against competitors. 

Here’s how to make your ideal buyers trust you and choose you, even if you’re a beginner: 

• Bring on any credibility factors you can: experience, knowledge, awards, money earned, achievements. Use numbers anytime you can. (Example: I read 100+ productivity books per year.) 

• Welcome them into your life. This is especially important if you want to tell stories. Any personal details, images or opinions will make your readers feel like they know you. 

• Offer direct access to your know-how. Give them any 1-1 or small group attention you can. Answer people’s comments and messages. 

• Get some publicity. Click here to read how you get can publicity even as a brand new solopreneur. Then use your publicity feature everywhere. I get blisters on my tongue from telling people I’m featured in Business Insider, and maybe some are tired of hearing it, but it works great in making people trust me faster. 

Lack of urgency. 

Even if you get everything else right, people tend to postpone decisions. 

What you need to understand is that postponing decisions = different priorities. 

So how do you make people act now on your offer? How do you make it a priority? 

How to address it: 

The obvious way to do it: offer limited time bonuses and discounts. 

But, as I promised, this is about new ways of handling objections. Here’s what I have in mind for you. 

• Add speed to your offer. How fast can you deliver results? Hours, days, weeks? Even months or a year are considered fast for some things. I know the gig optimisation I teach in my Fiverr course helped people get their first clients within days, even hours. If people know they can achieve something, meh. If they know they can achieve it next week, suddenly, they want it NOW. 

• Make your offer super specific. If people can imagine the exact steps and the exact results, the need for instant gratification gets turned on. Imagination is stronger than knowledge. 

• Do an increase in price. Instead of a discount, why not announce that the price goes up starting next month? It’s worked for me. 

• Use news and facts to put your ideal buyers ahead of the curve. If you give them an overview of your industry and its projections, and you help them understand how acting now will give them an infer advantage, boom, you have them. 

• Add security—say, 7 days money back guarantee. If you take the risk away, people are more likely to act on the spot. 

By the way…

If you’re ready to dive deeper, the Sell Anything Webinar is happening this Thursday at 1 pm EST (that’s 10 am PST and 6 pm BST).

Paid subscribers will get the exclusive invite straight to their inboxes tomorrow—don’t miss it!

If you’re not a paid subscriber yet, now’s the perfect time to level up. Join us, and you’ll get access to this webinar and a steady stream of game-changing solopreneurship strategies every week.

Looking forward to seeing you on Thursday!