Why Aren’t People Buying from My Content?

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

I’m creating content, but it’s falling on deaf ears. I’m making offers in that content, inviting people to reach out if they want help, but no one’s responding. I’m not getting enough sales conversations.

How should I approach creating content and giving people value?

Neagle Code Answer

People don’t buy content. They buy solutions to problems. It doesn’t matter what the content is—they never buy the content.

Either you’re not communicating the value of the solution to the right client, or you’re not doing it enough.

In your content—as well as in your sales conversations—you need to help people see what’s causing their problem. Then position your product or service as the solution.

You can’t expect people to see the solution just because you put content up.

You need to mentally walk them through identifying their problem—and link it to the fact that if they do business with you, they’ll get the solution. Then they’ll want to take it further or have a phone call with you.

When I started my business, I didn’t do any marketing or copywriting. There was no social media back then. All I did was cold calling.

On the phone I’d say, “Hi, my name is David Neagle. I’m a success coach. And I want to talk to you about your business.”

They’d say, “What do you want to talk about?”

I’d say, ”Well, I help you fix problems in your business. What problems are you currently having right now, that you’re having trouble fixing?” That was it.

They’d tell me about the problem they were having. I’d talk about their problem. I’d show them, “Here’s what’s causing your problem.” The solution was to buy the seminar, the coaching, or whatever I was selling at the time.

I never told them how to solve the problem. Instead, I helped them understand what was causing the problem.

I said, “Here’s the cause of the problem. Here’s what needs to change in order for you to get the solution.” But I didn’t them how to change it. I linked my product or service to the solution.

Here’s another thing. In your content, people don’t necessarily care about what YOU love. Instead, focus on identifying the specific problem they’re having. Make them realize what the consequence of that problem is. And the solution is to buy your product or service.

You have to articulate it correctly.

Here’s an example. If somebody told me they were having a problem with sales, I’d ask, “What’s the problem you’re having in sales?”

“Well, I’m having these conversations, but nobody’s buying.”

I’d say, “Do you know what’s causing people not to buy?”

They’d say, “I think it’s my product” or, “People don’t seem to be interested.”

I’d say, “It’s not the product—it’s the conversation. You’re not influencing them to get to the position where they want to buy from you. Until you learn that skill, it won’t get any better. I don’t care what you’re selling—nobody will buy your product if you can’t influence them.

For them to solve that problem, they’d need to buy my sales program.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

  • Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
  • Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
  • Join me at The Art of Success Summit! This October, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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Why Do My Sales Prospects Back Out?

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

Hi David,

I keep getting objections during my sales calls. One person was ready to pay me through Venmo. Then she said, “I need to sleep on this.” Another person wanted to buy, but she was considering going with someone else’s program because of the payment timeline. She needed more time to pay my fee.

Am I doing something unconsciously that’s not attracting the people who want to hire me?

Neagle Code Answer

No—you just don’t know how to answer the questions that are coming up. Those are all legitimate questions. We get that kind of stuff every day in my company.

If someone wants to do your program but they say, “I need to sleep on this,” here’s how you respond.

Say, “You know what? I totally understand that. And if you want to sleep on it, you must have some unanswered questions. What are those questions? Let’s talk about those now.”

You need to do determine whether it’s BS, or if she just doesn’t have the guts to say no. Probably 80% of the time, the person doesn’t want to say no. It’s very difficult for people to tell someone no. They’re too concerned about what you’ll think.

If it’s legitimate, she’ll tell you what the questions are. Once you understand what the problem is, you can help her work through it.

Let’s say you’re going back and forth, and she keeps coming up with another excuse.

I’d say, “Listen, hang on a second. If you don’t want to do this, please know that you can just tell me no. I’m not going to hold it against you. I’m not going to pressure you. Just say no if you don’t want to do it. But it sounds like you’re making excuses.”

If the person’s a no, you don’t want them in. If you have to drag them in, you’ll have to drag them around. You don’t want that.

Give them permission to say no,
then move on to somebody who wants to say yes.

It feels extremely clean when you do it that way.

If someone wants your program, but they’re trying to decide between yours and someone else’s—ask them, “If everything was the same (pricing and payment timelines), which one would you want to do the most? Which one speaks to your heart the most?”

If she wants your program, help her work it out. Say, “If you really want to work with me, there must be a way to overcome this problem to do it. Let’s not let money or the timeframe stand in the way. How can we solve this problem? How can we work on finding that much money? Where can you get it? What can you do to get that money? If you really desire to do this, that money has to be there.”

The question comes down whether they want it bad enough. How can they earn the money to pay for it?

Then you’re solving the real problem. If it’s not a real problem, you flush the BS right to the surface. Then you can let that person go.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

  • Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
  • Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
  • Join me at The Art of Success Summit! This month, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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Marketing 101: Learn how to best influence and attract more clients

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous. 

Neagle Code Question

Hi David,

I need to start reaching out to more to clients. What is the best way to do that to influence and attract clients so that they are receptive?

Neagle Code Answer

In order to reach out to and engage with more clients, you first need to find out what they need. 

Find a way to help them and then speak that to them.

You can’t just throw information YOU THINK they'd be interested in on various different platforms.

You need to offer information that is TARGETED to your audience … pieces of marketing that speak to exactly what they need at the moment.

That's what will catch their attention.

That's what you have to find out, and that's where you have to do research. What are your audience’s needs or their pain points?

Every company that's worth their salt is doing tons of research to find out what their client needs and then they enter the conversation that the client is currently having in their own head based on the problems and needs that are experiencing right now.

Then start putting out high value content on the platform that best suits your ideal client or send them information that speaks directly to solving their problem, and you'll naturally attract them.

They will immediately know that you both understand their needs and that you can help them.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

  1. Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation and relationships.
  2. Join other like-minded small business owners in my Transformation 2020 Facebook Group! Allow us to be a place to share ideas, get advice and meet others who value truth and growth!
  3. Join me at The Art of Success Virtual Summit! This October I'm getting a group of amazing business owners for 3 days to work on exponentially growing their business.

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A two-step Process for Pricing New Clients

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous. 

Neagle Code Question

In my business, I don’t have a specific service, package, or program that I sell. We have to build out what we’ll do for each client because I offer so many different services.

I usually can’t figure out everything they need during the first sales call. The call ends, and I tell them I will put together a scope of work and send a proposal by email. We either go back and forth and they agree…or they will say it’s too much.

It’s hard for me to price my services and get started with a new client when I don’t have the scope of work figured out right away. How can I make it easy to collect their payment info on the first call?

Neagle Code Answer

I’d recommend you use a two-step process, with two separate calls.

Use the scope of work as an evaluation process to figure out whether they’d be a good client, and also to figure out the pricing.

On the first call, gather all the information about the outcome they want. Calculate what they need.

Then, on the second call, present a package to them. That’s where the sale can happen.

If your business has a multistage process for selling, then it’s important for you to really understand what outcome they want — AND to assess their level of urgency in getting it.

Once you have a crystal-clear vision of what they want, you can paint that vision for them, based on the information they give you.

On the second call, start by saying, “OK, let’s talk about what you said you wanted…”

Repeat to them exactly what they told you, using their language.

As you take them through each piece — tie each of your services back to the outcome they want.

Do this multiple times throughout the conversation, while getting their agreement.

You’re also looking for the amount of urgency they have for doing this now.

When you’re doing an evaluation and constructing what you’ll deliver to them, you’ll have plenty of time to think about what their real sense of urgency is…versus flitting with it conversationally.

At the end of the second call, ask, “Do you have any questions about this?” Or ask if they have any questions about each piece.

If you’re answering their questions, or hearing “yeses” all the way through — you’re getting their agreement.

Present the terms of the service, how long it will take, and what’s needed to get started: “Here’s what the cost will be. I just need a credit card, we’ll get a contract going, and we can begin this today.”

This process takes a bit longer, but it’s also more solid, and you’re getting their agreement along the way

Because you’re having this interaction back and forth, they’re showing you what kind of client they are. If they can’t follow you through that multiple-stage sales process, you can be sure they’d be a pain-in-the-butt client.

If they can stick with you, answer your questions, and deal with you explaining what’s going on — all of that is confirmation you’re probably picking somebody who’d be a good client.

PS: If you enjoy reading my weekly Neagle Code, you'll LOVE my podcast, The Successful Mind. You can expect cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships, all based in Universal Law and my own experience creating a multi-million dollar business.

Will you do me a favor? Subscribe, listen and leave me a review! I'd love to know what you think!

Thanks in advance…click on the graphic below to listen in:

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Don’t drag them around

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

Are there certain types of people that just wouldn't make good coaching clients? And if so, how do you spot them?

Thanks, David! xoxo

Neagle Code Answer

Hi, and thanks for your GREAT question!

You know, I’ve been saying for years that people have the right to be as happy as they want to be or as miserable as they want to be.

A rule that I live by is if you have to drag someone into a program, you’ll have to drag them around. That’s not enjoyable for either party.

All this being said, there are some red flags to alert you that a prospect may not be a good fit for coaching.

1) Have they demonstrated a willingness to change? (You want a yes here.) In your conversation you should be able to identify their sense of urgency or their reason for wanting to change, and you should be looking for things they have already started doing to begin to change.

2) Do they take responsibility for their life and circumstances? (You want a yes here.) Generally, someone who does not take responsibility for everything in their life is not coachable, and if you take them on as a client, you’ll be the next person blamed for their situation.

Always remember, that you’re looking for people who WANT to change…not for people who find significance in drama and despair.

PS: If you enjoy reading my weekly Neagle Code, you'll LOVE my podcast, The Successful Mind. You can expect cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships, all based in Universal Law and my own experience creating a multi-million dollar business.

Will you do me a favor? Subscribe, listen and leave me a review! I'd love to know what you think!

Thanks in advance…click on the graphic below to listen in:

iTunes | Android
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[5 Pillars of Influence Article Series] Article #14 ~ Transference of Belief


The 5th Pillar of Influence is short but profound: believe in the greatness of your new clients, so that they can believe in it too.

If you have reached this final Pillar of Influence, you have just secured a sale.

Congratulations! You have much to celebrate.

You accomplished this sale by carefully applying the first four pillars, which were:

Pillar 1: Become your own power of influence so that you can influence others

Pillar 2: Put yourself into the position to influence

Pillar 3: Attract your ideal client

Pillar 4: Ask questions during a discovery conversation

Believe in Them
The sale is your new clients’ first victory. It is their first step toward the change that they need to make in order to have the life of their dreams.

You want to be excited that they have stepped beyond the bars of their prison to begin this process of transformation.

You want to be excited about it, so that they will be excited as well.

Your Belief Sustains Them
If you’re nervous, they will be nervous too, which will cause doubt to fester in their mind.

Doubt will stop their transformation in its tracks, and they’ll probably go into buyer’s remorse.
Your belief in their greatness is a cloak that will help keep their doubt at bay.

It will keep them going when they falter, and sustain them during those dark moments when they confront what they need to confront in order to change.

They Have Chosen You
I’m sure you know from personal experience that change is not easy, and we all need help.

From the time we are born ~ utterly dependent upon our caregivers for survival ~ we learn how to determine if a person can help us or not.

Your new clients see in you the hope for their new life. They have chosen you as the person to guide them.

Isn’t that an honor and a privilege to take with utmost seriousness?

And isn’t that why you’re in business? To create positive outcomes in people’s lives?

Of course it is.

Pillar 5 Cuts Both Ways
Well, here’s the other wonderful thing about Pillar 5. It goes both ways.

While you are holding the vision of their greatness and what’s possible for them, you begin to glimpse your own greatness as well.

You begin to see that much more is possible for you than you realized.

And as you take this journey of change with your new clients that these 5 Pillars have allowed you to take, you are transformed.

You step beyond prison bars that you may never have known were there, and walk your own path of greatness as well.

David Neagle, The Million Dollar Income Acceleration Mentor and author of The Millions Within, teaches entrepreneurs and commission-based sales professionals how to quantum leap their current incomes past the 7-figure income level, often in less than 12 months. As a world-class speaker, sales trainer, and success-mindset mentor to some of the globe’s top CEOs, David also privately mentors big decision-makers in their pursuit of quantum success and peace of mind.

[5 Pillars of Influence Article Series] Article #9 ~ Why You May Not Be Finding Your Ideal Client

Mastering the art of influence can enable you to close sales at a ratio of 80-100% in 15 minutes ~ provided you are talking to your ideal client.

Remember, your ideal client is not just a personification of your target market. These are people who already want or need your product or service, and they’re demonstrating an urgency to change by actively seeking a solution.

So the key to attracting your ideal client, as I said last time, is to determine exactly where they are demonstrating the need for what you do, both on- and offline.

Easy, right?

It actually is. And if you did the exercise in the last article, you should have a long list.

Ignorance or Fear
If you don’t have a long list and you’re not finding your ideal clients, there are really only two reasons. The first is ignorance: you don’t know how to find them. We solved that problem in the last article.

The other reason is fear, which can mask as ignorance. So, if you’re not finding your ideal clients, you have to ask yourself if you’re afraid to do so.

Listen, if that’s true for you, I get it. I’ve been there, and everybody I’ve worked with has been there as well.

All you have to do is make a little shift in your mind, and my job is to help you do that. If you want help with this, just schedule an appointment with my team.

Easy to Find
Because the truth is, your ideal clients are easy to find ~ especially in the Internet age.

When I first started, all I had was a magazine with a list of 100 top sellers. That’s it. A list of names and the states they lived in. I didn’t even know what cities they were in.

But I had the urgency to push past my own fear, so I called information for all the phone numbers that went with those names. And then I called everyone in that state with that name until I found the right person.

You can imagine, for a common name like Smith or Jones, that could take 50 phone calls. I would literally ask, “Are you the John Smith that was just listed in such and such magazine?” If they said no, I kept going until I found the right person.
When I finally reached that person, you know what I said? “I just called 50 John Smiths to find you. That’s how important this call is.”

With just that one list, I filled an entire seminar.

If I can do that, you can find your ideal clients and fill your workshops and classes or work with them one on one.

So what are you waiting for?

If you haven’t already done so, brainstorm about where your ideal clients are meeting on- and offline, and come up with your list. And then meet me back here for Pillar 4.

David Neagle, The Million Dollar Income Acceleration Mentor and author of The Millions Within, teaches entrepreneurs and commission-based sales professionals how to quantum leap their current incomes past the 7-figure income level, often in less than 12 months. As a world-class speaker, sales trainer, and success-mindset mentor to some of the globe’s top CEOs, David also privately mentors big decision-makers in their pursuit of quantum success and peace of mind.

[5 Pillars of Influence Article Series] Article #8 ~ Attract Your Ideal Client

When people talk about their “ideal client,” they sometimes focus on attributes and demographics.

While identifying those qualities can be helpful, you’ll be much more successful if you define your “ideal client” this way:

Ideal clients are people who already have the urgency to change. You don’t have to convince them that they have a problem. They know it.

You also don’t have to twist their arms to get them to spend money to fix their problem. They’re already doing that too.

Their Urgency to Change
They’re buying books and going to conferences, seminars, and workshops. They’re actively seeking information and guidance in order to change.

An even more powerful indicator of their urgency is if they’re willing to travel. The farther they get from their house to look for help, the more money they’re spending to fix their problem. Not to mention the impact of travel itself: the affect on loved ones left behind, the logistics involved in packing, arranging for housesitting, child- or petcare, the disruption of their work.

When people are willing to travel, they are serious about change.

And those people are your ideal clients.

Your ideal clients are not the people who say, “I would go to that event if it were in my city or town. I just can’t fly across the country.”

Those people are stuck in their own reality. They do not have the urgency to change. And they are not your ideal clients.

It Starts with You
The only question you have to ask yourself is which stance do you take? Will you look for help beyond your hometown? Or, do you feel that travel is just too difficult, too expensive. If so, you are not influencing yourself.

Remember, part of influencing yourself is being willing to stretch and gain knowledge at the level where you want to be. If you’re trying to gain knowledge at your existing level, you’ll never advance.

And, as I’ve said repeatedly, if you can’t influence yourself, you don’t have a prayer of influencing others.

Where Are They?
The key to attracting your ideal clients with that urgency to change is to determine exactly where they are demonstrating the want and need for what you do, both online and offline.

Online: For instance, what online groups do they belong to? Who do they follow? On the Internet, you can learn all kinds of things about people just by looking at what they’re posting, what they like and don’t like, where they’re spending their money, etc.

Now, eventually, you want to build your business so that you have systems to draw people to you. And that’s something we can help you with. But if you don’t have those systems in place yet, you can certainly start with public information.

Offline: What conferences, conventions, and seminars do they attend? What self-help groups do they belong to? Where do they gather?

Sit down and start brainstorming and you should come up with a good-sized list.

If you don’t come up with a list of possibilities, you have to ask yourself another question:

Are you the one with the urgency problem?

I’ll pick it up here next time.

David Neagle, The Million Dollar Income Acceleration Mentor and author of The Millions Within, teaches entrepreneurs and commission-based sales professionals how to quantum leap their current incomes past the 7-figure income level, often in less than 12 months. As a world-class speaker, sales trainer, and success-mindset mentor to some of the globe’s top CEOs, David also privately mentors big decision-makers in their pursuit of quantum success and peace of mind.

How to up-level with a list full of beginners

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

Dear David,

I’ve been in the coaching industry for about 5 years now, and I’m ready (and willing) to finally up-level both my ideal client and my price points. I feel I’m ready to work with a much more advanced business owner as I myself have become incredibly advanced.

Here’s my problem. I have a list full of beginners. How do I start to build a new list of my up-leveled client? Any down and dirty suggestions?

Thanks!

Neagle Code Answer

Hi and thanks for your question!

First of all, congratulations on up-leveling your clientele and your prices!

My first suggestion to you would be to create a new avatar.

Don’t get me wrong; you can still market your new programs to your list. There’s actually a very good chance that there are some ideal clients hiding in there just waiting for you to start speaking directly to them.

However, in order for you to identify new opportunities to get in front of this new audience (outside of your list), you must first get very clear in regards to what this new client wants, what they are struggling with, and how they think.

The fastest way to build a new client list is to physically speak in front of them. This means you must know what their priorities are and then locate where large groups of your new avatar gather.

For example, if your new client is a 6-figure business owner who really wants to build their business on-line, you’d be smart to look at upcoming conferences and seminars teaching that topic, and see if you can get a speaking spot.

This positions you very well and allows you to speak directly to your new market.

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PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

When loyal subscribers aren’t ideal clients

This week's question from my portal “The Neagle Code: Directions for Life” comes from Julia.

Neagle Code Question

Dear David,

I'm narrowing the focus of my business with the programs I have on offer and who I serve. I know that some of my current subscribers will not “fit” my new client profile. How do I make the transition without losing the majority of my community? Thank you for your time!

Neagle Code Answer

Hi Julia and thanks for your question!

I guess my question back to you would be:

Why do you want to hold on to clients that do not fit your profile? It doesn’t seem like that would be in service to you or them.

Instead focus on those that you can and want to help. The subscribers who relate to that profile will stay and those who don’t will go.

Here’s the beauty of your situation…there is no lack. Your new subscribers are just waiting for you to make the transition.

I know in my company we would rather have a smaller group of our ideal clients than a huge group of people who are just names and email addresses.

In this situation, quality over quantity allows you to speak more clearly to people and maintain a clear focus of who you want to help.

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PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.