If Your Prospect Disappeared, It’s Not You

If your prospect disappeared, it has nothing to do with you.

They didn’t lose interest in your product.

They didn’t buy a competitive product.

You didn’t do anything wrong.

Here’s the real reason.

They’re making progress without you. (Jobs-to-be-Done)

They’re getting from point A to point B.

There are things holding them back from changing. “I know how to use my current solution.” “I’d rather dance with the devil I know.” (Intertia)

They’ve got a few concerns about this new way of getting the job done. “Will people use it?” “Will it work?” “Will I lose my job if it doesn’t work”? (Anxiety)

One day their current way just won’t cut it anymore. (Push)

Your new way will look pretty good. (Pull)

When the pull and push are greater than inertia and anxiety, they’ll be back.

It’s not your job to get people from “not looking” to “buying”.

You don’t create motivation, you align with it.

Be patient.