Unraveling the Mystery: Why Aren't Your Customers Purchasing?

The Power of Repetition

Firstly, it's important to remember that customers rarely make a purchase during their initial encounter with a product. According to marketing statistics, a product needs to be seen an average of seven times before a customer decides to buy it. Reflecting on my own experiences, I recall seeing advertisements for marketing eBooks for months across various platforms before I finally decided to make a purchase.

To increase your chances of making a sale, it's crucial to maintain contact with your visitors and find ways to bring them back to your site. One effective method is offering a free subscription to your newsletter. Another strategy is to provide a free autoresponder course that educates visitors about your product or service. This can be achieved by creating a series of five emails about your product or service and scheduling them for automated follow-up using a service like GetResponse, which allows up to 20 follow-ups at intervals specified by you.

The key takeaway here is that if visitors leave your website without taking anything with them, such as a free version of your eBook or an autoresponder course, you've likely lost them for good.

The Psychology of Ownership

The second reason for lack of sales could be that your visitors don't feel a sense of ownership towards your product or service. If you can create a scenario where visitors can imagine what it would be like to own your product, they're much more likely to make a purchase.

This principle can be illustrated with a rather unsettling real-life example. It's a well-known fact that if a burglar can see into your house, they are much more likely to rob you. This is because by seeing into your house, the burglar has psychologically 'owned' it. Similarly, car salesmen often encourage potential customers to sit in a new car, as once a customer has experienced the new car smell, they're much more likely to buy it.

To apply this principle to your sales strategy, consider offering a free download of a chapter or two of your eBook, or a free trial period of your service. This allows your visitors to imagine what it would be like to own your product or service, increasing the likelihood of a purchase.