Is Price the Real Issue for Customers?

Ever wonder why customers aren’t buying for you or really anyone? In this video, Matt reviews 5 reasons people aren’t buying. To see if Matt agrees with these reasons, keep watching! 

There are tons of people out on social media giving business advice. Some of it is good advice, but most of it isn’t good. In this series watch CapForge’s owner react to different advice videos. He’s an expert in all things business and has 20+ years of experience under his belt. Some of the things he reacts to might even surprise you!

Video Transcript: 

Business Advice Video:

There’s five reasons customers don’t buy. No money, no time, no need, no urgency, no trust. Everything falls into those categories. It’s never about price. Have you ever bought something that costs just a little bit more, but you bought it from somebody you trust, right? It’s never about time. Show me the value, I’ll make the time. Tell me I need it, eh, that’s not enough. The key phrase here is urgency. See, our job as salespeople is to create a sense of urgency. 

Matt’s Review:

I would generally agree with most of those points. I think it’s a little oversimplification, but you know, that’s what you kind of expect in a seminar is oversimplification.  But yes, if you look at your business and you look at the products or services you’re selling, you want to hope that they fill at least one, if not several of those criteria. There are things people need, people need them urgently, people trust who they’re buying them from, and people understand the value that they’re getting from buying it, right? And to the extent that you’re missing those things or your product or service is interchangeable with lots of others, then what they’re gonna focus on is price. It’s the difference between selling a commodity product and a premium product or branded product or service. You want people to understand that yours has a difference, it’s better, it meets their needs better, it provides better value, it’s a better fit for what they’re looking for. If they can’t tell the difference between yours and lots of other ones, then don’t expect to get a lot of sales and certainly don’t expect to be able to get more than the bottom line price for what you’re selling if no one can see a reason to pay you more than the lowest average price that they could get it from anyone else.