Many people collect email addresses, but never see sales. This episode lays out three hidden reasons your list isn’t buying and simple fixes to convert leads into customers.
You’ll get practical steps — welcome sequences, messaging changes, and urgency tactics — that you can apply this week.
Discover:
✅3 hidden conversion killers
✅Why your messaging may be falling flat (and the fix that makes sales easier)
✅How to create urgency that motivates action without being pushy or salesy
✅Two simple ways to warm up leads before you ever pitch
✅My exact webinar bonus system that gets leads to buy on the spot
✅The trust gap that keeps your list cold—and how to close it fast
Resources Mentioned:
Show Notes:
Hey everyone, Kerry Beck here with Family eBiz, where we help you start and scale online businesses to find freedom in your life to do what you're called to.
We are in the middle of a series about making consistent sales. Some of y'all just want to make some sales. I get it. We've been talking about problems that we have in our business. I would say problems, I would say challenges, all right?
Hey everyone, Kerry Beck here with Family eBiz, where we help you start and scale online businesses to find freedom in your life to do what you're called to.
We are in the middle of a series about making consistent sales. Some of y'all just want to make some sales. I get it. We've been talking about problems that we have in our business. I would say problems, I would say challenges, all right?
One of the things I hear from y'all over and over are, why are my people not buying? We're going to talk about that and how you can fix it. Three different ways that you can fix it. Because you say, I have an email list, but no sales. I can't convert my leads, email list.
Well, let me tell you, we're going to talk about 3 hidden reasons your leads aren't buying, and some small fixes that can turn that around immediately.
I think I've told this story before about Sarah Blakely. She started Spanx with about $5,000 in her savings. She believed she was solving a real problem. She wasn't hesitated in demonstrating how this worked. In fact, she believed building trust with her future customers was the most important thing to do right now. Not to scale her business, but to build that trust. She would even go into the store bathroom to change, to build trust before scaling.
Spanx hit $4 million in its first year and continues to grow exponentially. So what did she focus on? Focused on trust with her future buyers.
Number one reason people don't buy from you is maybe they don't trust you. There is some trust factor that is missing. Without trust, those leads, that email list, is just gonna stay cautious, and they are not going to buy from you.
This is why I think there are two ways that you can build trust. One is a welcome series or a nurture series, and two are webinars. Webinars give you a chance to teach and give good value to your people before you ever offer them a product, and you also build a relationship with them over time. A welcome email series can do that also.
Do you have a welcome email series? What's in it? It doesn't include things that will build trust. I have to tell you, this is one of my goals in the next few months, is to rewrite some of my welcome series and my funnel, because I feel like I've got something new that I want to work on, but I need to really work on my email welcome series. Because I think there are other ways, many ways, that I could build more trust before I sell.
You see, a welcome series and a webinar, they help you serve your audience with value before you sell to them. It allows you to point out maybe some of their pain points and some solutions before you sell them the best solution.
Reason number two, the value just isn't clear. There is some kind of messaging problem, there's some kind of... they don't get the problem and the solution, or they don't identify and resonate with the problem. So they don't see their need for a solution.
You see, people buy on emotion, they justify on logic. Zig Ziglar used to say that. People buy on emotion, but they justify with logic. They need some emotional context, they need stories to where they can identify themselves, not a bunch of features. Oh, we got 6 modules, they each have 3 videos, you're gonna get these 4 bonuses. They're like, who cares? Give me a story how this is gonna help me.
Thomas Edison, you know, the inventor of electricity, or he sold electricity, he invented the light bulb. He showed the transformative value of that light bulb, because the light bulb was safer than a candle or a kerosene lamp, it was brighter, and it was cleaner than the gas lights they had. So he showed the transformation so people would buy electricity for his light bulb.
Your message should paint... now, get this, if you're multitasking, come back to me. Your messaging should paint a before and after vision that is so clear that they're not going to hesitate. You want to overcome any kind of objection and hesitation.
So, here are some questions to ask yourself. What problem are you solving? What transformation will your buyer receive? And then, is that what they need? Or is your product going to solve that problem? Is that really what they need or want? If they don't want it, you're going to have to back up and do some more emotional showing them the transformation. Because a lot of times, they think they want this, but they really need that. And so we need to make sure there's clear messaging on all of that.
Biggest thing, transformation. Do you have testimonials? If you have testimonials, you need to put them everywhere in your emails, and this is some of the thing I'm speaking to myself. That's what we need to put out there, so that people can see that others are seeing transformation with the products, or with the membership, or whatever it is that you're selling.
Number one reason. Trust is missing, number two, the value isn't clear, and number three, there's no urgency. You see, I believe you can drive action with your future customers when there are some deadlines and bonuses.
Have you ever put off buying something because you just thought you could get it later? Yeah, I even did it when I knew I couldn't get it later. Most of your people aren't buying because there's no urgency whatsoever.
Jennifer Maker had a craft summit several years ago, and I was like, oh, I'll just get that later. And unfortunately, I got it after the super price, and had to buy the early bird price, so I at least saved a little money. But it's because I didn't sense as much urgency as I probably should have. I thought I'll just get it later, and then I put it off too late and had to spend more money.
I'm gonna give you two more real-life examples where urgency makes all the difference. Let's just think, I know you may not be in the United States, but we have a tax filing deadline on April 15th. Millions of Americans know they need to file their taxes by April 15th, but what do they do for months? They procrastinate, and they say a majority of the files come in in the last 48 hours. Or, you're like me, I just file an extension so I can do it in October. I procrastinate there.
Those deadlines make a difference, alright? And without a deadline for your offer, people are just going to delay action, even if they really want your product. Like, I really wanted Jennifer's, but I dilly-dally to rail.
So what can we do? We can use something like a launch, where you have an open date and a close date. I just did Raising Leaders. It opened on a Friday, and it closed the following Friday. So you can do a launch.
The other thing is on a webinar, you can say, this is available right now for the next 24 hours, or I actually, on my webinars, I give them a special bonus if they buy before I finish that class. And for raising leaders, it's a $10 Amazon gift card. Yeah, it's money out of my pocket. They're spending $197 for this course. And if that $10 card will help them, and I explained why I'm giving them that. It's because you could buy a classic book, you could buy a learning toy. I give them specific ways they could use it.
But, it was just a week and a half ago. I had two people. They bought on that course, bought on that webinar, on that masterclass, and I sent them a $10 Amazon card. Or, with the webinar, another thing that you can do is offer a 24-hour bonus. That's a fast action bonus. Hey, you order... if you buy now, you're going to get this bonus that no one else is going to get. So, deadlines are good. They create urgency and some scarcity.
Another one is Disney. Real-life example. They had a vault in the 1980s to the 2000s where you could get VHS, okay, some of y'all may be too young to know what that is, is old videotape, or a DVD movie. They were in the vault. But most families would just go, oh, well, I'll just buy it later. When I need it.
Well, you know what Disney did? They rethink, they changed their mindset, and they changed their customers' mindset. They started putting out special edition movies with bonuses, and it was limited. You can only get this special edition for the next... for this month, let's say. And parents rushed to buy that movie before it returned to the vault, where you couldn't get it anymore. Their sales skyrocketed.
How can that apply to you? You can combine a limited time availability with an added bonus. That's what I do with my launches, with my webinar classes. You can only join Raising Leaders, Not Followers, three times a year, and this is one of those times. I have people in there going, will you open this again this year? I'm like, no, it will be 2026. And really, right now when I'm recording this, this is August, they can't join again until March. So however many months that is, that's a lot of time to wait, if it is something that you're interested in.
Some other things, a replay deadline. Maybe you offer a replay, maybe you don't, only to people that ask, but that replay deadline, this is only available till now, and then it disappears. That replay is what's going to sell it, because it's the webinar that will give good value, build trust, build value, show the value, and yet give a deadline, so they have to get it now.
So those are the three things. Reason one is lack trust. Reason 2, there's a value messaging problem. They don't see the value, and reason three is you have no deadline, no scarcity or urgency.
Without that urgency, even a high-value offer, tons of value, they know they need it. But it'll get ignored because there's no urgency. So deadlines, plus bonuses, and a clear call to action. You've got to tell people exactly what to do. In my emails, I'm like. Click here to sign up now. I tell them, in my sales page, click here, or in my webinar, look at the chat, click that button, I tell them exactly what to do. That is a clear call to action. And that excites your audience.
When you have small, time-sensitive incentive, that can inspire them to action.
So what I want you to do today, or this week, I want you to look at your products, your launches, your email sequences. Pick one. Pick one funnel, maybe, one product. And see how you could launch it in the next month or two. And I would encourage you to use a webinar and a series of email sequences. Webinar plus email sequences do wonders.
And so, look at that funnel, and then how can you add urgency? Where is one place, one way that you could add a deadline, and if you do a webinar, that's real easy. Hey, this is only available for the next week, or two days, or whatever, or add a bonus that is a limited time bonus. What could you add? Leave something in the chat and let me know exactly what you decide. What's that one product, and where are you going to add urgency?
Remember, events drive sales, so test it. Once you get that up, set up a webinar, and have people sign up, and get going on that.
All right, we are teaching, well, two things. I have a 7-day webinar action plan, completely free. It'll help you organize your whole webinar, and even a day in there to actually give the webinar. So, you've got plenty of stuff there. You can go to FamilyEbiz.com/7daywebinar. It's in the show notes, and then I am teaching a VIP day all about webinars. Super excited, because we've been using webinars since 2006, I think. Wow, that's almost 20 years!
But webinars work. They drive sales because they are events. Just think, when you go to a convention, people spend money there because they're at an event, and they're all excited, and they start to see, well, how this can help them. So please join me with the VIP webinar day. I can't wait to share some of the things that have worked, and some of the tweaks that we are making right now. I saw some really cool things that I am going to be putting into practice to get people on that live webinar. And I'll share it with you at the VIP date.
I am Kerry Beck with Family eBiz. We'll talk to you next time.