Practical Sales Training™ > How To Convert > Failed Attempts
Failed Attempts
Before your buyer reaches you, they’ve usually tried something else first. So naming those earlier attempts in your messaging builds an instant connection. It shows you understand their journey, not just their problem.
Why Does It Work
It works because it shows real understanding. If I name the things you’ve probably already tried and likely failed at, you sense I’ve been here before. So I’m experienced. I get it. More importantly, I can explain why my solution actually works, when those other things didn’t.
How Can You Use It
Name What They’ve Already Tried
Think through what your buyer would have tried or considered first. Cheaper alternatives usually top that list, closely followed by a DIY approach. Competitors doing things slightly differently often make the list too.
Get Specific, Not Generic
Make each attempt as real and specific as you can. A vague nod to “other options” won’t land the same way. Not compared to something precise and recognisable. The more exactly it matches their actual experience, the more they’ll trust that you understand them.
When It Works Best
This works best when your buyer has already tried to fix this themselves. So the more common the failed attempts, the more powerful naming them becomes. Coaching, consulting and any considered purchase all benefit from this heavily.
When It Becomes Dangerous
It becomes dangerous if you sound like you’re mocking their past choices. Because nobody enjoys being told their earlier decisions were foolish. So name the attempt with empathy, not judgement.
Common Mistakes
Staying Too Vague About Alternatives
Staying too vague about the alternatives is the most common mistake I see. A generic line about “other options” doesn’t prove anything. So name the specific, recognisable things they’ve actually tried.
Sounding Judgemental About Past Choices
Sounding judgemental about their past choices is the second mistake. If your tone implies they were naive to try something else, they’ll get defensive fast. So stay warm. Show them you understand why they tried it in the first place.
Failed Attempts – An Example
The Business Growth Coach
A business coach sells a six month growth program for small businesses. In their messaging, they say something direct.
“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.”
So by naming what the buyer has likely already tried, and why it fell short, the coach shows empathy. Their solution becomes the obvious next step.
See Also
