Practical Sales Training™ > How To Convert > Failed Attempts
What is it?
Before coming to you, your buyer will have tried all sorts of different ways to resolve their problem or at least consider them and mentioning them in your messaging helps you to connect with and convert your buyer.
Why does it work?
It works because it shows understanding if I tell you the things that you have tried and probably failed out before you got to me it shows you that I’m experienced I understand but more importantly that my solution is different from those other alternatives and I can articulate why my solution would work, whereas the other things you have tried have failed.
How can you use it?
To make this work, you simply need to consider the different things that your buyers would have tried or considered as an alternative solution to your offering.
- Cheaper alternatives
- A DIY approach
- Competitors who do things in a slightly different way
Whatever it may be, make it as real and connectible for your buyer as possible so you can prove you truly understand them.
Hypothetical Example:
A business coach is selling a 6-month growth program for small businesses. In their messaging, they say:
“You’ve probably already tried reading business books, attending free webinars, or watching endless YouTube tutorials on growth strategies. Maybe you’ve even hired a marketing agency that promised quick results but left you with little to show for it. I get it – those options seem appealing, but they often lack a personalised, actionable plan designed for your business. That’s where my program is different.”
By calling out what the buyer has likely already tried (and why it didn’t work), the coach demonstrates empathy and positions their solution as the logical next step.
See Also
