Sometimes a prospect believes almost everything you need them to believe.
They understand the problem.
They agree it matters.
They trust your expertise.
They like your recommendation.
The price is reasonable.
The process makes sense.
And they still hesitate.
At that point, it's easy to assum...
Experts spend a lot of time trying to prove they're good.
Understandably.
We display credentials.
Years of experience.
Certifications.
Testimonials.
Client logos.
Awards.
Methodologies.
Books.
Podcasts.
Speaking engagements.
Case studies.
Maybe a photograph of ourselves standing confide...
THE PIPELINE BRIEF WEEKLY
What mattered. What it means. What to do next.
Buyer Hesitation Is Not a Persuasion Problem
Seven very different Pipeline Briefs pointed me toward the same conclusion this week.
We spend a lot of time trying to make marketing more persuasive.
Better copy. Better content...
When a prospect hesitates, one explanation gets blamed almost immediately.
The price.
They liked the conversation.
They understood the problem.
They seemed interested.
Then they saw the proposal and slowed down.
So we assume:
Too expensive.
Maybe.
But price is only one part of what a buyer ...
Not intentionally. But what prospects say they want and what their behavior shows they actually do can be two very different thingsā€”and that distinction matters far beyond webinars.
Let me clear something up before anybody gets offended by the headline.
Your webinar audience probably isn't intenti...
Thereā€™s a frustrating kind of prospect almost every consultant, coach, expert, and service provider eventually encounters.
Does Your Buyer Understand Why This Problem Matters NOW?
They understand what you do.
They agree that the problem is real.
They like your approach.
They may even tell you h...
