No matter what you sell, there is nothing more frustrating than trying to figure out why customers didn’t buy from you. Or another way to put it is why you can’t close the sale.
You must have pat yourself on the back and say it was all them, but the truth is that consumers everywhere have requirements that must be met before persuading them to buy anything. If your marketing or sales strategy is not meeting these needs, it is probably why your product is not selling.
In another case, if you’re spending a great deal of time marketing your products and you’re still not selling the quantities that you would like, the cause could be a range of potential problems.
This is why you may benefit from considering the following common reasons why customers don’t buy your product/services and evaluating what you should do or change to help you convert more customers successfully.
Here are 8 reasons people don’t buy from you
They Found a Cheaper Price Elsewhere
It’s not uncommon for customers to decide not to purchase something from you simply because they found a better price elsewhere. Your product prices and battling against your competitors’ discounts are among the worst things you can do.
Instead, draw attention to your products’ benefits or services over competitors – Your customer service offer is your major differentiator that cannot be copied easily. It allows you to convince less price-sensitive customers who will choose higher prices and convenience over low prices and a horrible experience.
They are not aware of your product.
It’s not magic. Consumers cannot purchase products that they are unaware of. If you are marketing, but consumers still don’t know about your product, it may be time to evaluate why it’s not working. Are you targeting the wrong market/audience? Is your message reaching those who would have an interest in your product? It is important to note that the solution is not always more marketing; the problem may lie with your marketing strategy.
They Don’t Understand the Benefit of your Products.
When looking for a reason to purchase a particular service or product, most customers search for “benefits,” not features. In other words, they’re looking for a solution to their existing problem or something that can make their life better in some way. Your product’s value isn’t linked to how many features it has and what it can help the customers do or let them do better.
If you’re concerned that your customers don’t understand your products’ value to them, you might need to look more closely at your marketing messages. Your marketing should be centered on your product’s benefits for consumers to take an interest in purchasing it. As a business owner, it’s up to you to show the public just how beneficial your items really are. Create a list of the top three benefits of your product and use them in your marketing campaign.
Review your products and describe them from the customer’s perspective, with their needs in mind. Try to look at your product from a first-time buyer’s perspective and ask yourself whether your offering’s advantages are clear.
Your Products is not accessible to them.
Consumers cannot buy what is not available to them. If they hear about your product, it is not immediately available to be bought, then forget it. Consumers want to ease in obtaining and using your product. How can you make your product more accessible to them? Is it opening of different locations? Distributing your product differently? Or perhaps it’s selling your product online. Evaluate the accessibility of your product and see if you need to make changes
In today’s digitally-rich environment, choice overload is a serious problem for consumers and marketers alike. Inexperienced salespeople think showing more products is best to get a sale, but it is really just the opposite. Too much choice can lead to “decision fatigue,” which causes consumers to completely give up on some purchases.
Fear of making the wrong choice
Sometimes shoppers go from one site to another and one store to another, taking a bit of information from each. Because they have heard conflicting information, they procrastinate. It’s like they have come to believe that there is one perfect product somewhere down the road. This shopper needs to unpack all they have heard and be set straight that your product will require add-ons or extra learning to get the most out of it.
Poor Customer Service
There’s nothing more frustrating than waiting hours, even days, to have a simple question answered. Costumers are on a constant quest for convenience. They want answers, and they want them fast. When a website lacks efficient customer service tools, shoppers are likely to purchase elsewhere instead of waiting for their questions to be answered.
Also, in this day and age, customers must feel the impact of your product long after experiencing its perceived benefits, which means having exceptional after-sales personnel with a ready smile and a willingness to help the customer truly. Today, it’s pretty much an e-commerce necessity to integrate conversational solutions into your website. Solutions such as intelligent chatbots and digital assistants help you respond to questions customers have before making a purchase or after in real-time. With that extra level of reassurance, customers are more likely to be satisfied with their purchase, therefore increasing sales and lowering your return rate.
Lack of Customer Reviews
8 out of 10 consumers read past customers’ reviews before making a purchase online. Customer reviews are among the most trusted forms of advertising, as people typically love hearing others’ opinions.
It’s no longer news that our markets are flooded with inferior goods and products that hardly ever work. Every day, we learn of products and services that were paid for but never delivered. Most people are increasingly suspicious of anything they buy unless it’s from a brand or business they trust.
Reviews not only help buyers make purchasing decisions, but they’re also a great way to grow traffic and boost conversions as well. Reviews allow shoppers to have realistic expectations before making a purchase.
Help Audience Buy from You
These are just some of the reasons why your customers might not be buying from you.
In a world that’s rife with competition both online and offline, for any retailer to be successful, it’s crucial to pinpoint the areas in your sales that might be a challenge for your buyers. Make the process from product discovery to purchase as simple as possible and ensure that your product/services and customer experience match your customers’ expectations. This way, you’ll have a far greater chance of convincing your customers to buy.
It’s a jungle out there; the lions and other predators that are ready to adapt to ever-changing circumstances will survive the harsh realities of business…..Good luck.