No one is buying from you... here's why (and how to fix it)

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Your product, ultimately, doesn’t really matter. You can make a life changing amount of money with a pdf and the right video… so why don’t more people do it, and those that try… why aren’t they more successful?

Many reasons, but there are only 5 reasons that your ideal customer would say “no” to you. If you understand those 5 reasons you have a playbook for getting more people to say yes to you which obviously makes you more money REGARDLESS of what you are selling.

So let’s talk about these 5 reasons that someone might say “no thanks” and build a mental framework you can use when making your products so that more people say yes.

Fix this… the rest will follow

If you understand WHY someone would say no, what you sell and how big your audience is won’t matter. It’s a cheat code for making more money. Helps you turn small pdfs all the way to amazing courses into big profits so let’s get to it!

1. No Need

The Problem: If your audience doesn’t feel like they need what you’re selling, it doesn’t matter how great your product is.

Your ideal prospect may “need” what you offer, but they might not KNOW it. That seems to be one of the major issues most don’t understand (or overcome) in their marketing.

“Need” can be created through education. If you educate your prospect on their problem, you will ensure that they “need” a solution. Thankfully you’ll be there to offer that solution. One of the first steps in your marketing process should be to ensure you are educating your potential prospects on their REAL problem.

Example: Let’s say you’re selling a pdf on how to increase your Vitamin D levels in 10 days. You and I may know how important Vitamin D is and how 90% of Americans are low and it could lead to some really bad health outcomes, increase likelihood of getting sick, etc. But there’s a good chance your ideal prospect doesn’t know that. They may be suffering from the negative affects of low Vitamin D but they don’t know that’s what’s causing it.

They aren’t “dumb”… just uneducated as to the negative affects of low Vitamin D and the likelihood that they themselves are suffering from low Vitamin D levels.

So when you are starting to market your Vitamin D pdf… you need to tell people the negative affects of low Vitamin D and how your pdf can solve it. MOST people start their marketing by saying “Do you suffer from Low Vitamin D… get this PDF”. The issue here is that you assume people know they have a problem.

Action Tip:
Ask questions like a child when coming up with a marketing or content strategy. If you have a child, you know that they ask “Why” on just about every turn. “Put your shoes on, Why… because we are going to the store, why… because we need food, why…”

Do the same thing in your marketing.

“Buy this Vitamin D pdf”… Why? “Because having low Vitamin D is bad for you”… Why? “because it’ll make you get sick, leads to all sorts of other issues”… Why? “Because we don’t get enough sunlight in todays world so you need to do things to supplement”…

As you can see, you start to develop a plan to create “Need”.

2. No Trust

The Problem: If someone doesn’t trust that your thing will get them the outcome they want, they ain’t buyin it.

This is one of my favorite topics to teach and think about because I believe Trust is the MOST important part of our product creation business.

Trust is the reason people make content, it’s the reason people make youtube videos, it’s the reason we like handshakes and why every door to door salesman tells you to sit at your kitchen table.

You can CREATE Trust in your marketing. If it was a math equation it would look like this.

(TIME x VALUE) / ASK

You create Trust by spending time with people, providing them value, and not asking for anything from them. The more time you spend, the more value you give… the more trust you create.

Now you can see why people spend so much time making content and posting Reels on Instagram, and paying teams to create content. Your goal is to spend more time with your prospect without having to ask them to buy all of the time. As you spend time educating people on the foundation of their need for our product, we get more opportunities for them to find our product and say yes.

Action Tip:
Spend time letting your audience know you exist WITHOUT asking them to buy. Educate them, talk to them… spend “time” with them by making content they can learn from.

3. No Desire

The Problem: If they don’t want what you’re offering, even the most persuasive pitch won’t work. They have to want what you sell, and this is where most businesses focus most of their marketing effort so I won’t spend much time here.

Desire is created through showing people what you have. What it does. Benefits.

You show people that you have a pdf that could make them feel better, people will want it because they want to feel better.

Action Tip:
Tap into the emotional side of buying. What desire does your product create or fulfill? Paint a vivid picture of how their life improves with it. DO NOT FORGET to focus on how your thing will improve their lives.

4. No Money

The Problem: Budget objections can be real—or just an excuse.

“No money” has several different ways of showing itself. Maybe you’re selling something for $400+… “no money” could be that they actually doesn’t have $400 to give you for this outcome, or it could mean they don’t value your thing at being worth $400.

Depending on the price, you have to figure out what you can do to help people overcome this. Here are some things to consider:

- Offer financing. If you’re selling something for $997, can you give them a 4 payment options of $250? This would help people overcome not having the total they need.
- Pin them against their end result. Ask them how much the transformation they want is worth? If you could finally wake up feeling amazing every day, is that worth the $97 pdf? Or the $997 coaching program?

The key is to understand that no money takes different faces. Just because someone said “It’s too expensive” doesn’t mean they can’t afford it, it may mean they don’t think it’s worth the price you sell it at. So now you get to work showing them the value.

I love looking at the end result that my product gives people and asking if that result is worth X, and always make X an anchor price HIGHER than your actual price.

Example: If you could lose 15lbs before your wedding without having to give up your favorite foods and never having to feel like you’re starving yourself, would that be worth $3,000? Being able to look at your wedding pictures and knowing that you perfectly fit into that dress/ tuxedo and that you looked your absolute best. You’re going to see these pictures and videos forever…

When they undoubtably say yes to this… we can then say “Well good, cause I don’t want to charge you $3,000… we only charge $1,500 for this exact program”.

I used a “price anchor” to establish a value in their mind, and now that I’m under that I’m actually “cheap” compared to what it’s worth.

Action Tip:
Offer options that lower the barrier to entry. Payment plans, smaller packages, or free trials can help people see the value before committing to the full price.

5. No Urgency

The Problem: People don’t buy unless they feel like there’s a reason to buy. The issue with selling “information” is that the customer always know there will be no change in their life until after they learn the information and have time to apply it. So naturally it doesn’t feel super urgent to buy the things your selling immediately.

So we have to create urgency through our marketing. Urgency and “scarcity” are similar but have different functions. They both help us get people to make a decision so it’s smart to use both.

I’ve been in the marketing game for a long time and I can tell you that you get a lot of sales the day you open a launch, but you usually get 2x as many when you CLOSE a launch because of the Scarcity/ Urgency you are placing on that launch being over.

Most of the time people put off making decisions because we have a million decisions to make every day as it is. We have “decision fatigue” and that steers our minds to only focusing on the decisions that are necessary in this moment in hopes we can come back to the ones we “want to make”.

So how do we make deciding to buy our product something that people prioritize…

By adding Scarcity. Scarcity would my limiting the deal you are making in some way. Imagine you’re at a car dealership and they say “We only have 2 of these exact cars and they will never be made again”. You now have some scarcity in making your decision which will speed up the process of making that decision.

Now, same car dealership, they say “I can only get you this deal IF you buy it today, I can’t guarantee it’ll be available tomorrow.” Car dealerships, home mortgages, they do this ALL THE TIME because of interest rate changes. They use the interest rate changes as an urgency tactic to move now. “We can’t guarantee we will get that same rate tomorrow”.

Well we can apply the same approach to our digital products.

• Offer a bonus that is only available during some limited time.

• Offer a specific discount that will only be available for a certain time or for a certain amount of people.

Imagine I’m hosting a launch of a new PaidMasterclass training. I could say “Tomorrow we launch and the price is $97 one time for lifetime access, then the next day it’s $149, then $200, etc…” That will make people want to jump on early.

I could also easily say “I’m offering this program for $97 for the entire weekend but on Sunday it’s done.” This is just me offering the same offer, but with a different time frame as the above.

Both work great, you get to choose!

Whatever you choose to do, it’s CRUCIAL that we force people to make a decision on our product, or they will skip it all together.

Action Tip:
Create urgency through limited-time offers, exclusive bonuses, or even deadlines. Give them a reason to act immediately.

There you have it! These 5 reasons that people are saying “No” right now, and if you can figure out how to utilize our tips above you’ll get less “nos” and more “sign me ups” and that’s what we all want.

It doesn’t matter if you are selling someone else’s product, a physical product, a digital product… you name it.

Look at your marketing and ask yourself “how can I overcome the objectives I read in the PaidCreators newsletter?”

If you solve just ONE, even partially… you’ll make more sales!

AS ALWAYS, if you want to see our step by step breakdown of how you can create your own PaidMasterclass product that virtually sells itself WHILE you make it.

Check Out This Training Here

I believe this may just be the best way to create an online business in 2025 that gives you a reliable income WHILE doing something you enjoy without having to be an expert in that field or hope you can create a course people actually want.

See you there and hope you enjoyed!

Travis Stephenson

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