How To Sell Your Products & Services When Nobody Is Buying

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Practical, step-by-step playbook for entrepreneurs, small business owners, and sales reps


Below is a simple, action-focused plan structured around three pillars:

  1. Create a Client Attraction Machine
  2. Do Less Marketing, Get More Customers
  3. Pull the 3 Profit Levers to Double Profits with Less Stress

Each step includes what to do, how to do it, and a quick checklist.


1) How To Create A Client Attraction Machine To Get More Sales


What if the real reason you're not getting customers has nothing to do with your offer or your content... and everything to do with how your message lands the first time people see it?


  • Step 1: Nail your “Buying Moment” and ICP (Ideal Customer Profile)
  • Define the exact scenario when your best buyer feels the pain you solve (the moment they’re most likely to buy).
  • Profile your Ideal Customer Profile (ICP): industry, size, role, urgent problems, budget triggers, decision process.
  • Outcome: 1-paragraph “who/when/why now” statement.


Checklist:


  • Who is your best buyer?
  • What urgent pain are they experiencing?
  • What event makes this pain acute (deadline, loss, new requirement)?


Step 2: Sharpen your Value Proposition in 1 sentence


  • Formula: We help [WHO] achieve [DESIRED OUTCOME] without [COMMON OBJECTION], in [TIMEFRAME], using [DIFFERENTIATOR].
  • Example: “We help local clinics fill schedules with qualified patients without spending more on ads, in 30 days, using our referral-growth system.”


Checklist:

  • Clear WHO
  • Tangible OUTCOME
  • Objection removed
  • Time-bound promise
  • Differentiator included


Step 3: Craft message that lands on first contact


Use problem-agitate-outcome-proof-ask flow: 

  • Problem: Name the pain in their words. 
  • Agitate: Quantify the cost of inaction. 
  • Outcome: Paint the desired end state. 
  • Proof: Social proof, case, numbers, screenshots. 
  • Ask: “Interested in a 10-min fit check?” low-friction CTA.
  • Adapt for channels (email, DM, cold call, website hero, flyer).


Checklist:

  • One-sentence headline that hooks
  • 1–2 proof elements
  • A low-commitment CTA


Step 4: Offer a Free, Fast Win (Lead Magnet/Foot-in-the-door)


  • Create something that solves a small but real part of the problem in <15 minutes: Audit/diagnostic, calculator, checklist, teardown video, benchmark.
  • Deliver via landing page + instant scheduling or instant result.


Checklist:

  • Specific title (e.g., “7-Minute Patient Pipeline Audit”)
  • Clear promise + screenshot preview
  • Calendar link or instant result


Step 5: Build the No-Friction Funnel

  • Path: Hook message → Quick Win → Conversion Event (call/demo/trial) → Simple Offer.
  • Trim fields, clicks, and wait time. Optimize for mobile. 



 Checklist (baseline):

  • Landing page load time <2s
  • 1-step lead capture
  • Calendar embedded with <72 hours availability
  • Confirmation page with credibility + next steps
Five sticky notes with handwritten tips: make thinking visible, ask questions, combat biases, causal inference, answer 'raw what' question.

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Step 6: Proof-Heavy Follow-Up System (90% of sales are in follow-up)


Day 0–14 sequence with varied formats: 

  • Day 0: Deliverable + “What stood out?” reply ask 
  • Day 1–3: Case study and short video 
  • Day 5: Objection handling (“Do I need ads?”) 
  • Day 7: “Before/after” outcomes 
  • Day 10: Micro-ask (2-question survey) 
  • Day 14: “Still relevant?” breakup note
  • Add SMS or DM where appropriate.


Checklist:

  • 6–8 messages pre-written
  • 2 credibility assets (case PDF, testimonial video)
  • One crystal-clear next step


2) Simple Strategy To Do LESS Marketing And Get MORE Customers


Most owners think growth comes from doing more—more content, more ads, more offers. That’s the trap. Focus on the 20% that produces 80% of results.


Step 1: Identify your 80/20 channels and offers

  • List the last 20 customers: Where did they come from? Which offer converted fastest?
  • Double down on the top 1–2 sources; pause the rest for 30 days.


Checklist:

  • Top 2 lead sources named
  • One core offer selected
  • Everything else paused


Step 2: Replace “more content” with “better distribution”

  • Repurpose one winning message across channels: Email to list Personal outreach to past leads Partner/affiliate newsletters Local groups/communities
  • Use a weekly “distribution sprint” instead of daily content grind.


Checklist:

  • One core asset repurposed to 4 places weekly
  • Add 1 partner channel per month


Step 3: Implement Referral and Reactivation Flywheels

  • Referral: “Give $100, Get $100” or VIP priority bonus. Provide clients a shareable script/link.
  • Reactivation: Quarterly “We built X for clients. Want a free X audit?” to all past leads/customers.


Checklist:

  • Referral page + simple tracking
  • Reactivation email ready, sent to past list


Step 4: Shorten Time-to-Trust

  • Add Trust Accelerators: 3 short case snapshots above the fold Star ratings, logos, “as seen in,” certifications Quick comparison table: You vs. alternatives
  • Add “Try before you buy” where feasible (trial, pilot, guarantee).


Checklist:

  • At least 3 proofs visible on first scroll
  • Risk-reversal terms stated simply
  • Instant calendar/book-now button 


Step 5: Tighten the Sales Process

  • Pre-qualify with 3 questions before calls to reduce no-shows.
  • Standardize a 20-minute call framework: 5 min: Context and goals 10 min: Diagnostic and numbers 3 min: Recommend best-fit option 2 min: Close with next step + date


Checklist:

  • Pre-call form live
  • Script with timing printed
  • Clear next-step options (pilot, start date)


3) 3 Business Levers To DOUBLE Profits While Reducing Stress

You don’t need to work harder. You need to pull the right levers in the right order.


Lever 1: Price and Packaging

  • Raise prices for high-value segments; offer good/better/best tiers.
  • Introduce “setup + monthly” or “pilot fee” for cash flow.
  • Bundle outcomes, not hours.


Quick math:

  • If margin is 30% and price rises 15% with minimal churn, profit can jump 40–60%.


Checklist:

  • Three-tier offer sheet
  • New anchor price and value narrative
  • Pilot option with clear success criteria


Lever 2: Conversion Rate and Average Order Value (AOV)

  • Optimize 3 choke points: Lead-to-appointment rate (fix landing page, speed to lead) Show-up rate (reminders, SMS, calendar hygiene) Close rate (proof, objection scripts, social proof)
  • Add AOV boosters: Order bumps, add-ons, annual prepay discounts, bundles.


Checklist:

  • Track 3 rates weekly: L→A, A→S, S→C
  • One new AOV add-on live
  • Objection handling doc created


Lever 3: Retention and Expansion

  • Onboarding that gets a Day-1 win.
  • Quarterly Business Reviews (QBRs) to reveal upgrades.
  • “Success milestones” mapped with rewards and recognition.


Checklist:

  • 30/60/90-day success plan
  • QBR template
  • Expansion menu (premium support, advanced features)


Quick Start: 7-Day Implementation Sprint

  • Day 1: ICP + Buying Moment + 1-sentence value prop
  • Day 2: Landing page with Quick Win + embedded calendar
  • Day 3: Write 6-message follow-up + 2 proof assets
  • Day 4: Pick top 2 channels; deploy asset across 4 placements
  • Day 5: Reactivation email to past leads/customers
  • Day 6: Referral program launch with simple share link
  • Day 7: Sales call script finalized; run 3 calls and iterate


Minimal Metrics Dashboard (review weekly)

  • Leads (by source)
  • Lead-to-Appointment rate
  • Show-up rate
  • Close rate
  • Average order value (AOV)
  • Churn/retention
  • Cash in vs. cash out trend


If one metric is weak, fix that single constraint before doing anything else.


Field-Tested Scripts and Snippets

  • Cold opener: “Not sure if this is relevant, but we just helped [peer] achieve [result] without [objection]. Would a 10-minute fit check be useful?”
  • Reactivation: “We just built a faster way to [outcome]. Want a free 7-minute [audit/calculator] to see if it would work for you?”
  • Referral ask: “Who do you know that wants [outcome] without [objection]? If you introduce us, I’ll give you [reward] and treat them like a VIP.”


Execute this plan in order, keep the funnel frictionless, and measure only what matters. When “nobody is buying,” clarity, proof, and focus—not more noise—create sales.


ICP stands for Ideal Customer Profile.

  • Definition: A clear description of the type of company or person who is the best fit for your product or service—those most likely to buy, get great results, and stick around.
  • Typical components:
  • Firmographics/demographics: industry, size, location, revenue, role/title.
  • Pain points: urgent problems you solve, triggers that make them buy now.
  • Budget and authority: ability to pay and decide.
  • Buying process: how they evaluate, who’s involved, timeline.
  • Success criteria: what “win” looks like for them.


Quick template:


  • We best serve [industry/role] at [size/stage] who struggle with [top 1–2 pains]. They decide via [process/stakeholders], have budget of [$X], and define success as [measurable outcome] within [timeframe].


Example ICP for Crown Nutrition (Herbalife Club in Mandeville, LA)


Ideal Customer Profile: the customers most likely to buy, love the experience, and come back regularly.


1) Who they are (demographics/firmographics)

  • Local: Residents and workers within 5–8 miles of Mandeville, LA (commuters from Covington, Madisonville, Abita Springs).
  • Age: 22–55 primary.
  • Life stage: Busy professionals (health-conscious but time-constrained). Moms/dads managing family schedules. College students and young adults. Fitness-goers from nearby gyms or class studios.
  • Income: Middle to upper-middle; willing to spend $6–12 per visit on healthy shakes/teas.
  • Health orientation: Interested in weight management, energy, and simple nutrition.


2) Core pains and jobs-to-be-done

  • Need a fast, healthy meal/energy option vs. fast food.
  • Want help with weight loss or body recomposition but don’t want complicated plans.
  • Desire more daily energy without the crash.
  • Want accountability and a supportive local community to stay consistent.
  • Looking for easy, tasty ways to hit protein goals.


3) Triggers (“buying moments”)

  • New year or “back-to-school” health reset.
  • Doctor or coach recommends weight loss or better nutrition.
  • Gym membership start; training for a 5K/10K.
  • Afternoon slump at work; need a pick-me-up near the office.
  • Friends post before/after or bring them to the club.


4) Decision criteria (what they compare)

  • Taste and variety of shakes/energizing teas.
  • Speed and convenience (in-and-out in <7 minutes).
  • Friendly, welcoming vibe (no judgment).
  • Visible results stories and community support.
  • Value: memberships/punch cards/loyalty = predictable cost.


5) Buying process

  • First touch: Instagram/Facebook post or Google Maps “healthy smoothie near me.”
  • Visit or quick DM: Ask about flavors, calories, protein.
  • Try a starter combo (tea + shake).
  • Join punch card/loyalty or a 7/21/30-day challenge.
  • Ongoing: 2–5 visits/week, occasional product bundles for home use.

 

6) Segments within the ICP

  • Weight-loss seekers: Want structured plan and accountability.
  • Busy professionals: Need quick, reliable “healthy fast food.”
  • Fitness enthusiasts: Focus on protein, pre/post-workout options.
  • Social community seekers: Come for the vibe, challenges, and group goals.


7) Success metrics (for the customer)

  • 5–15 lbs lost in 4–8 weeks (varies by person).
  • Consistent energy through workday.
  • Hitting daily protein target (e.g., 80–120g depending on person).
  • Saving time vs. meal prep; fewer drive-thru meals.
  • Feeling supported and part of a positive community.


8) Messaging that lands

  • Headline: “Healthy shakes and energizing teas—ready in minutes in Mandeville.”
  • Value prop: “We help busy locals hit their health goals—without complicated diets—using tasty, high-protein shakes, energizing teas, and real accountability.”
  • Proof: Before/after boards, local testimonials, challenge results, Google reviews.
  • CTA: “Swing by today for a starter combo” or “DM ‘START’ for our 7‑Day Reset.”

 

9) Offers that fit the ICP

  • First-timer Starter Combo: Tea + Shake at an intro price.
  • 7-Day Reset: Daily shake/tea plan + text accountability.
  • Punch Card/Loyalty: Buy 9, get the 10th free; double points during mornings.
  • Challenge Programs (21/30 days): Weigh-ins, simple plan, prizes, community group.
  • “Gym Buddy” BOGO morning special to capture fitness crowd.


10) Where to reach them (distribution)

  • Google Business Profile: Photos, menu highlights, hours, directions.
  • Instagram & Facebook Reels: Flavor spotlights, customer shoutouts, weigh-in wins.
  • Local gyms, yoga/Pilates studios, CrossFit boxes: Partner flyers and referral codes.
  • Neighborhood and mom groups on Facebook; local events and markets.
  • Workplaces nearby: Corporate wellness pop-ins, punch-card deals.


11) Simple one-paragraph ICP statement

Crown Nutrition’s ideal customers are health‑minded Mandeville residents and workers aged 22–55 who want convenient, great‑tasting nutrition to support weight loss, energy, and fitness goals. They value speed, friendly community accountability, and visible results over complex diet plans. They typically discover us via Instagram/Google or a friend referral, try a starter combo, and stick with punch cards or a 7/21/30‑day challenge. Success looks like steady weight loss, more energy at work, and a simple routine they can enjoy and maintain.

 

Proof-Heavy Follow-Up System (90% of sales are in follow-up)

Below is a complete, ready-to-use 14-day follow-up sequence tailored for Crown Nutrition in Mandeville, LA. It mixes email + SMS/DM, stacks proof early, and keeps a single, low-friction next step: “Book a 10-minute Fit Check” or “Stop by for the Starter Combo.”


Notes:

  • Channel mix: Email as default; add SMS/Instagram DM for short nudges.
  • Goal: Get them to visit once (Starter Combo) or book a quick fit check to personalize a 7- or 21-day plan.
  • Proof assets to prep: Case PDF: “How Sarah lost 12 lbs in 6 weeks in Mandeville (with 2 kids and a full-time job)” 60–90 sec testimonial video: “Why I switched from drive-thru to Crown Nutrition—and feel amazing at 3pm now”

Primary CTA options (use one consistently):

  • Book: “Grab a 10-minute Fit Check” (calendar link)
  • Visit: “Stop by today for the Starter Combo: shake + tea” (address + hours)


Day 0 (Immediately after opt-in/visit): Deliverable + “What stood out?”

  • Email subject: Your Quick Win: 7-Minute Energy Reset
  • Email body: Hi [First Name], here’s your 7-Minute Energy Reset. It’s the fast routine our busiest locals use to avoid the 3pm crash—without more coffee.

Inside:

  • The exact combo we recommend for steady energy
  • A simple protein target based on your day
  • A 2-minute prep trick that saves you 20 minutes


What stood out most for you? Hit reply with 1 thing and I’ll tailor a quick suggestion.


Want me to personalize it? Grab a 10-minute Fit Check this week: [Calendar Link]


Or swing by today for our Starter Combo (shake + tea): Crown Nutrition, 123 [Street], Mandeville | Hours: [Hrs]

—[Your Name], Crown Nutrition

  • SMS/DM (if permission): Hi [Name]—just sent your 7-Min Energy Reset. Quick Q: mornings or afternoons toughest for energy? A or B?

 

 Day 1: Case snapshot + soft CTA

  • Email subject: How Sarah cut afternoon slumps (and lost 12 lbs)
  • Email body: Meet Sarah, a Mandeville mom with a nonstop schedule. She swapped her drive-thru habit for a high-protein shake + energizing tea, 4 days/week. In 6 weeks: Down 12 lbs No 3pm crash Less snacking after dinner


60-second breakdown (PDF): [Case PDF Link] Want me to map this to your routine? Book a 10-minute Fit Check: [Calendar Link]


Prefer to try it first? Starter Combo is ready for you today.


  • SMS/DM: Quick win from Sarah’s plan: 25–35g protein at breakfast changed everything. Want a 10-min fit check? [Short Link]


Day 3: Short proof video

  • Email subject: 90 seconds: Why locals pick Crown vs. drive-thru
  • Email body: Short video: [Testimonial Video Link] Hear how [Customer First Name] went from crash-and-burn afternoons to steady energy—and what they order at Crown.


Ready to try their exact combo? Book a 10-minute Fit Check: [Calendar Link]


Or just drop by today—we’ll make it easy.

  • SMS/DM: Just sent a 90s video with a favorite go-to order. Want me to text you the recipe?


Day 5: Objection handling (Do I need ads? diets? gym?)

  • Pick the most common objection you hear locally and address it.
  • Email subject: Do I need a strict diet or a gym first?
  • Email body: Short answer: No. Most people see gains by fixing 2 simple things: Protein early in the day A clean mid-day option (no sugar crash)


That’s why our Starter Combo works: high-protein shake + clean energy tea. No complicated plans. No gym membership required.


Want a quick personalized version for your day? Grab a 10-minute Fit Check: [Calendar Link]

  • SMS/DM: You don’t need a strict diet to start. Two small changes can move the needle. Want me to send a 2-step plan?


Day 7: Before/After collage + mini case bullets

  • Email subject: 30 days apart—results you can feel (and see)
  • Email body: Check this 30-day before/after from Mandeville: Clothes fit better More energy by 2pm No “what should I eat?” stress

See more snapshots: [Gallery/Highlights Link] Want me to design your 7-day starter? Book a 10-minute Fit Check: [Calendar Link]

  • SMS/DM: New 30-day before/after just posted. Want the exact 7-day starter we used? I can text it.


Day 10: Micro-survey (2 questions)

  • Email subject: 9-second check-in: What’s your #1 goal?
  • Email body: Just two quick questions so we can tailor a perfect starter plan: Main goal? A) Lose 5–15 lbs B) More steady energy C) Build lean muscle Best time to visit? A) Morning (7–10) B) Lunch (11–2) C) Afternoon (2–5)


Reply A/B/C to each, and I’ll send a custom 7-day plan. Or book a 10-minute Fit Check: [Calendar Link]


SMS/DM:

  • 2 Qs: What’s your top goal (A weight/B energy/C muscle)?
  • Best time to stop by (A morning/B lunch/C afternoon)?

 

 Day 12: Social proof stack + risk reversal

  • Email subject: 4 local reviews + our “Love it or it’s on us” promise
  • Email body: What locals say: “Lost 9 lbs—without feeling hungry.” —[Name] “No more 3pm crash at work.” —[Name] “Fast, friendly, and I actually look forward to it.” —[Name] “The challenges kept me accountable.” —[Name]


Try the Starter Combo. If you don’t love it, your next visit is on us.


Book a 10-minute Fit Check or just swing by today: [Calendar Link] | 123 [Street], Mandeville

  • SMS/DM: We’ve got your first combo ready when you are. If you don’t love it, next visit’s on us.


Day 14: “Still relevant?” breakup note

  • Email subject: Should I close your file?
  • Email body: Hey [First Name], I don’t want to clutter your inbox. Is improving energy/weight still on your radar? If yes, reply YES and I’ll send a simple 7-day plan. If not, no worries—I’ll close your file with a smile.


If you want to start now, book a 10-minute Fit Check here: [Calendar Link]


Either way, cheering you on! —[Your Name], Crown Nutrition

  • SMS/DM: Still want help with energy/weight? Reply YES and I’ll text a 7-day starter plan.


Checklist (done-for-you)

  • 6–8 messages pre-written: Day 0, 1, 3, 5, 7, 10, 12, 14 (8 total)
  • 2 credibility assets: Case PDF: “Sarah’s 6-week result” with simple meal swaps 60–90 sec testimonial video: “My go-to Crown order”
  • One crystal-clear next step (consistent everywhere): “Book a 10-minute Fit Check” [Calendar Link] Secondary: “Stop by today for the Starter Combo” (address + hours)


Implementation tips

  • Speed to lead: Send Day 0 within 5 minutes of opt-in/DM.
  • Personalization: Use their initial goal (weight/energy/muscle) in subject lines when possible.
  • Local flavor: Mention nearby landmarks, rush hours, weather (e.g., “Beat the heat with a lemon-lime tea—today only”).
  • Measure: Open rate by subject line Click-to-book rate First-visit conversions Replies (especially Day 10 micro-survey)
  • Iterate weekly: Keep the winners, swap 1–2 underperforming messages, refresh social proof monthly.
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