Why Don't Clients Buy From You?

The typical client question "Why you?" comes up in various guises in client meetings, and you address it in sales proposals, on your website, and in sales presentations. You know to expect that question and should always be ready for it.

To address it, you may offer a glowing self-testimonial with a laundry list of relevant qualifications, a track record of accomplishments, and a string of ardent references. Naturally, you use all your creativity to frame a response that is targeted, honest, and persuasive.

You can strengthen your eventual response by upending that standard client question and thinking instead about "Why not you?"

In other words, ask yourself why clients might not contact you to discuss an opportunity or why they would not choose to buy from you. Instead of focusing on what motivates clients to buy, consider what might prevent them from doing so.

Don't Beat Yourself Up

Dwelling on the negative can be counterproductive, but answering that question could take your business to a new level. What you're looking for is a handful of substantive areas for improvement that would benefit your clients and your practice.