Understand Your Buyer > 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.

 

See Also

• The Defensive Model
• How to differentiate

 

 

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