You’ve got your product arranged beautifully in your ecommerce store. The doors are open, your Google Business profile is up-to-date and accurate, but your employees say they love coming into work in a peaceful atmosphere where they aren’t driven mad by people constantly trying to give them money.
In short, nobody’s buying…why no orders?
There are so many reasons why people don’t purchase from you. Understanding your buyer and the reasons why they don’t buy is important to deliver creative, captivating communication and ultimately provide the service of the close.
Here are some of the important reasons people aren’t buying from you
You Don’t Have a Unique Value Proposition
This one is a combination of many other reasons. Your price is too high for the combination of product, service, and expertise that you offer, and other people are doing similar work or offering a similar product in a way that better meets customer needs. In short, you lack a unique value proposition, and for that reason you aren’t competitive in the market space you inhabit. There’s a simple, though incredibly difficult, fix: find a UVP and reorient your business around it. It’s hard advice, but necessary. There are no successful businesses that do not have a viable UVP, and if you don’t have one, your business will not succeed.
Your reputation
You might have a black eye you don’t know about. Search the internet and perhaps you’ll see something they found it. It could be a Google or Yelp review, something on Facebook or somebody somewhere posted or said something regarding your company and you have to handle it.
Ask people clearly, “Have you find out something wrong about our company that’s stopping you from working with us?” Just watch for an answer. You’ll see it show up on the buyer’s face. You’ll need to give genuine hard data that whatever they’ve heard isn’t true.
Longer term, the most ideal way to handle your reputation is to earn a great reputation. Get lots of people praising you and your company. So many people wait until there is a reputation problem and then try playing to catch-up.
Every day you need to be telling the world what you are doing to contribute, make it different, to make your community, area or group better. Build and sell your reputation. The adage of not blowing your own horn is moronic — then why have a horn? Build your reputation and your brand, and make it brilliant. You don’t need it to be perfect. If you’re going to make it to the top you will have haters. You’ll have people post stuff about you that isn’t valid. Get lots of people to post good stuff that will overwhelm the few haters.
You Didn’t Sell It To Them
We all know about the peril of overselling the customer— it’s why people hate used-car lots and telemarketers. There is an equal and opposite problem: underselling. It’s a tricky balance sometimes, but you have to find the right level of salesmanship to deploy. The exact balance depends on the industry you’re in and the people you are trying to sell to. Clothes shoppers want someone to tell them that they look great in that sweater, while people buying lumber want you to point them to the right stack and then get the heck out of the way. This is a problem that you can address with experimentation. Try upping your sales game a little bit (or a lot) and see if that starts to increase your numbers. If it doesn’t, try something else, and if it does, then you know that underselling was at least a component of the problem.
Lack of awareness
Customer don’t buy products they are not aware of. If you are promoting, but consumers still don’t think about your product, it might be a right time to find out why it’s not working. Are you targeting the right market with the right message? Is your message reaching to those who’re interested in your product? It’s important to remember that the solution is not always more marketing, because the problem may lie with where you are marketing and what marketing vehicles you are using. Assess the key demographics of your target market and research where your marketing efforts are most likely to reach them
Bottom Line
There are a lot more reasons behind why people aren’t purchasing from you. To grow your business you should understand your buyers and their purchasing decision making process so that you can fix those issues and get sales.
Get started with Builderfly – the free ecommerce platform offering an online store with AI-Powered native mobile apps to help entrepreneurs grow sales and increase market share with proper understanding of customer buying journey and decision.
