Is there “pain” in your sales materials? All of your materials should communicate the pain the customer can only overcome by dealing with you in person.
If your customer doesn’t have a need, then there is no reason for them to buy from you. This is why I’m a firm advocate of finding out about the customer’s pain. You discover their needs with the questions you ask and you use your materials to reinforce the pain. Don’t expect your materials alone to unveil pain. The questions you ask are more important than the materials you show.
