Courage & Clarity Episode 104: The Reason Clients Aren't Buying in 2025 (& Exactly How to Overcome It)

Release Date: October 8, 2024
Host: Steph Crowder

Introduction

In Episode 104 of "Courage & Clarity," host Steph Crowder tackles a pressing issue faced by entrepreneurs today: why clients aren't buying in 2025 and how to overcome these barriers. Drawing from her extensive experience as a sales training director and recent successful launch of her mastermind program, Steph provides actionable insights and strategies to help entrepreneurs navigate the evolving marketplace.

Recent Ventures and Context

Steph begins by sharing her recent activities, highlighting the successful launch of her mastermind program, "Sold Out Group Programs," formerly known as the "Messy Middle Mastermind." She hints at an upcoming debrief episode where she'll dissect what worked and what didn’t during this launch, giving listeners a behind-the-scenes look at her strategies and experiences.

“I believe it was record-breaking in terms of revenue. So I'm very excited to share the good, the bad, the ugly.” [02:15]

Shifting Entrepreneurial Landscape in 2025

Steph addresses the prevalent skepticism among entrepreneurs about the viability of succeeding in the current economic climate. She challenges the negative rhetoric often seen on social media platforms that blame external factors like the economy or unspecified disasters for business struggles.

“Online business coaching is anything but dead. So do not give much time at all to proclamations from folks who are struggling and want you to believe that this isn't a good time to be an entrepreneur.” [12:40]

She emphasizes that while the market is undoubtedly changing, adaptability is crucial. The evolving consumer behavior requires entrepreneurs to evolve their strategies rather than giving up.

Identifying Core Objections

Steph delves into common objections that prevent clients from making purchases:

1. Lack of Self-Belief:

   • Many potential clients doubt their ability to benefit from a program, often due to past disappointments.
   • “When people don't believe in themselves, they're never going to buy what you're selling, no matter how great you think it is.” [22:15]

2. Overemphasis on Pricing Strategies:

   • Entrepreneurs often resort to slashing prices or running flash sales, mistakenly believing it will drive conversions.
   • “Slashing your prices... I would put good money down right now that says it's not going to move the needle as much as you think it is.” [30:45]

3. Fear of Wasting Money:

   • Clients hesitate to invest, fearing that the program won't deliver the promised results.
   • “No matter how badly they want it, they fear that it won't be different this time.” [35:00]

Strategies to Overcome Objections

Steph outlines effective strategies to address and overcome these objections:

1. Show, Don’t Just Tell:

   • Provide a detailed walkthrough of the program to help clients visualize their journey.
   • Example: Steph used a 12-minute Loom video to showcase her mastermind, detailing everything from the community platform to the curriculum.
   • “Show me what I will do and how I will be guided. Let me give you an example of this.” [40:20]

2. Highlight the Alternatives:

   • Clearly articulate what clients stand to lose by not joining the program.
   • “What is the alternative? Are you going to keep buying the same Amazon pieces... or are you going to take a different approach?” [45:10]

3. Long-Term vs. Short-Term Investment:

   • Shift the focus from immediate costs to long-term gains, illustrating how the investment pays off over time.
   • “When you start to zoom out, you can really start to explore how that choice will cost you.” [50:00]

4. Utilize Client Stories:

   • Share relatable success stories that mirror the diverse challenges potential clients face.
   • “Having a client story that matches up with their problem makes your offering more relatable and credible.” [55:25]

Personal Anecdote: The Hesitation to Invest

Steph shares a personal story about contemplating the purchase of a $3,000 personal style program. Despite recognizing its benefits, she hesitated due to fears of not committing fully and wasting money. This reflection underscores the importance of building trust and demonstrating value to potential clients.

“What I need her to do is show me that I'm not going to fail. So imagine if she had a video or a live call where she's like, let me walk you through exactly how this is going to work.” [60:00]

This example illustrates the effectiveness of showing the program's structure and benefits in alleviating client fears.

Implementing Effective Sales Strategies

Steph emphasizes that visualization and transparency are key in convincing clients to invest. By walking potential clients through the exact steps they will undertake, entrepreneurs can reduce perceived risks and build confidence.

“Instead of telling me that you have all these calls and modules, show me what I'm going to do to change my life.” [65:30]

She also advises entrepreneurs to show the alternative paths—what clients might continue doing if they choose not to engage with the program, thereby highlighting the program's unique value proposition.

“What are you going to do instead of investing in this? Are you going to continue struggling on your own?” [70:15]

Concluding Insights and Encouragement

Steph wraps up the episode by reinforcing that success is attainable despite changing market dynamics. She urges entrepreneurs to embrace both courage and clarity, continuously adapting their strategies to meet evolving client needs.

“You can 100% be successful in your business, but you are going to have to do some work in order to really help people get past these hesitations and objections so that they can say yes to working with you.” [75:00]

She leaves her listeners with a motivational message, encouraging them to stay resilient and innovative in their approaches to client acquisition.

Key Takeaways

• Adaptability is Crucial: Markets evolve, and so should your business strategies.
• Focus on Value Over Price: Instead of slashing prices, demonstrate the intrinsic value and transformative potential of your offerings.
• Address Emotional Barriers: Understand and alleviate the fears and doubts that prevent clients from making purchases.
• Utilize Storytelling: Leverage client success stories to build credibility and relatability.
• Clear Communication: Walk potential clients through the exact steps and benefits of your program to build trust and reduce perceived risks.

Final Thoughts

Episode 104 of "Courage & Clarity" serves as a comprehensive guide for entrepreneurs striving to overcome client acquisition challenges in 2025. Through a blend of personal anecdotes, strategic insights, and actionable advice, Steph Crowder empowers her listeners to refine their sales approaches, ensuring sustainable business growth and success.

For more insights and strategies, tune into Episode 104 of the "Courage & Clarity" podcast with Steph Crowder.