I speak with countless entrepreneurs who believe that once they create an offer and start posting on LinkedIn, the business will magically start flowing in.
This type of thinking is what causes many early-stage solopreneurs to fall into a trap of working extremely hard, yet not seeing any favorable results.
Because “build it and they will come” doesn’t actually work in the online selling business.
There are too many options. People have no reason to do business with you over the other thousand people offering exactly what you offer.
I learned this the hard way.
I was way too logical. I treated business like an “If-Then” statement.
I thought creating an offer with a clever name, a proprietary methodology, and unique positioning would be enough to generate interest among prospective clients.
This is the logical approach, but nothing kills client interest more than being overly logical.
What does being too logical look like?
Expecting prospective clients to say “yes” to an offer that has huge benefits and virtually no downside
Explaining product features or the stages of your process with a high level of detail
Expecting people to trust you just because you have deep knowledge
Humans are “psycho”logical buyers rather than “logical“ buyers.
This means you must toss all rational or logical thinking out of the window and study human buyer psychology.
You’ll learn that what looks like irrational purchasing decisions when using common logic are totally rational decisions in the “psycho”logical world.
Why do people pay extreme prices for designer clothing while paying almost nothing for generic brands that are virtually identical?
Why do people pay 2-3x more for luxury cars that are far less reliable than a more affordable Honda or Toyota?
Why does buyer demand actually increase when the price goes up for some products and services? (Veblen goods)
It’s because buyer psychology is driving the purchasing decisions over logical thinking.
And with buyer psychology, practical solutions take a back seat to stronger decision drivers such as identity, ideology, and insecurity (among others).
This means that, as a solopreneur with a coaching or consulting business, if you’re struggling to attract qualified leads or paying clients, you may be too rational in your approach to business.
You’re running your business based on a set of logical assumptions instead of diving deep into understanding the “psycho”logical reality of buyer decision-making.
If you build it, they will NOT come until you understand this first.
This may be the one thing standing between you and impacting people’s lives for the better through your services.
If you want to design your business around buyer psychology so you can stop spinning in circles, and start seeing real results then hit the button below to inquire about my 1:1 solopreneurship advisory services.