http://unfunnel.com/why-prospects-dont-buy/ In today's inbound marketing mind hack, I’m going to show you The 4 Reasons Why Your Prospects Don’t Buy — And How to Overcome Them. Regardless of your niche or what type of offer you provide, NON-BUYER PERSONAS that are so-called “INACTIVES” will always come in one of four types - we call the way we deal with these prospect the “ACID” conversion model… I'm covering the 4 major types of INACTIVE Prospect in detail HERE... http://unfunnel.com/why-prospects-dont-buy/ LIKE US: https://www.facebook.com/unfunnel FOLLOW US: https://twitter.com/unfunnel

1. 4 Types of Prospects Who
Don’t BUY
(...and How To SELL Each One Of Them.)
by Joey Barker
Co-Founder of unfunnel.com
Creater of “The Engine”

2. 3 types of visitors to your website…
1. Instant buyers
2. Instant non-buyers
3. The INACTIVES
INACTIVES are people who can buy,
should buy, but for some reason,
haven’t bought yet.
Introducing The “INACTIVES”
Calls-to-Action
Landing Pages
Forms
Contacts
CONVERT
Visitor
or
Lead
Customer

3. 1 THE APATHETIC

4. OBJECTIONS:
● "Does this really matter to me?”
● “Do I really need this?"
The REAL reason they feel this way is
because they don't understand
what you're offering and how it
could help them.
YOUR JOB = SHOW THEM
THE APATHETIC

5. 2 THE CYNIC

6. OBJECTIONS:
● "Who TF are you?”
● “Why should I trust you?"
Cynics have trust problems.
They also may not be familiar with
your products and services.
YOUR JOB = BUILD TRUST
THE CYNIC

7. 3 THE INSECURE

8. OBJECTIONS:
● “Am I the type of person for this?”
● “Can this benefit MY COMPANY?”
The INSECURE’s biggest barrier to
buying is themselves. Whereas THE
CYNIC questions you, the worrier
questions themselves.
YOUR JOB = OVERCOME FEAR
THE INSECURE

9. 4 THE DRAGGER

10. Their biggest barrier is, as you might
have guessed, procrastination.
They “drag on and on” with decisions
and delay MOST OR ALL of the
important decisions they face in life…
Your job = Give a reason to act now
(instead of later)
THE DRAGGER

11. Now, Here’s What I Want You
To Do Next...

12. I WANT YOU TO GET SPECIFIC.
…and it’s NOT about
being salesy.
It’s about “tweaking”
your message so they
understand your
product and services.
There are ways to
overcome the
objections each type
of INACTIVE persona
has with you...

13. 1. What are the EXACT concerns
INACTIVES say about you?
2. Write them down (next page)
3. Write down the exact things you
think they’re saying verbatim…
BUT FIRST… GET SPECIFIC.
OBJECTIONS
LISTENING
RETHINK
SOLUTIONS

14. APATHETIC CYNIC INSECURE DRAGGER
Objection #1
Objection #2
Objection #3
Objection #4
Objection #5
The “ACID” Conversion Model

15. OBJECTION
• Non-Buyer: Trust
Now You Know Their Concerns…
SOLUTION
• Buyer: Case Studies

16. APATHETIC CYNIC INSECURE DRAGGER
Campaign #1
Campaign #2
Campaign #3
The “ACID” Conversion Model (pt 2)

17. The average company that blogs and
offers by objection will generate:
• 55% more website visitors.
• 97% more inbound links.
• 434% more indexed pages.
SERIOUSLY. THIS WORKS.
Source: HubSpot

18. RESOURCES TO HELP...
Click to view or
download the
resource.

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