Why prospects ghost you (even when your solution is perfect)

In the last few weeks, it’s dawned on me that I have been committing the gravest entrepreneurial mistake. And one that I caution my clients against All.The.Time.

Despite the fact that I ABSOLUTELY know better, I’ve been doing it anyway and paying the price for it.

My mistake? Trying to sell you what you need instead of what you want.

And no surprise, you all haven’t been biting. At least not the way you used to.

I was originally going to write this newsletter just describing the problem without being painfully, embarrassingly honest about the fact that I’m dealing with the same frustrating problem.

But you know that’s not my style.

Instead, I’m going to break down this problem and then explain how you and I can both shift our strategies to better meet our prospects where they are and generate a LOT more money in the process.

So if you wonder why your marketing isn't working, why you're getting ghosted on sales calls, or why you keep attracting clients who are only kinda-sorta committed, this one is for you.

And me.

Why People Aren’t Buying What You’re Selling

Here’s the thing: People don’t buy solutions to problems they don’t think they have.

Most of my prospects don’t wake up in the morning thinking:

• “I need to refine my business model.”

• “I need to create my go-to high-ticket intro offer.”

• “I need to craft more differentiated premium positioning.”

Nope. They’re thinking:

• “Why am I not getting enough leads?”

• “Why have my referrals suddenly dried up?”

• “Why is my monthly revenue so inconsistent?”

They’re focused on the symptom—the surface-level issue that’s causing them frustration.

But you (as the expert) know that the real problem runs deeper.

This applies to literally every industry:

A business coach knows their client’s real problem is poor positioning, but the client just wants more leads.

A fitness coach knows their client needs a sustainable lifestyle shift, but the client just wants to lose 10 pounds fast.

A web designer knows their client needs a strategic brand identity, but the client just wants a “cool-looking” website.

A financial consultant knows their client needs better money systems, but the client just wants to make more money.

An HR consultant knows their client needs a strategic overhaul of how HR furthers business goals, but the client just wants to conduct due diligence for their upcoming merger or acquisition.

Your audience is symptom-aware, not problem-aware—and until they experience the deeper issue firsthand, they won’t see the real value in your solution.

And that means if you try to sell them on the deeper fix too soon?

They won’t bite.

The Shift: Sell Them What They Want, Then Give Them What They Need

So here’s how I’m shifting my approach. And if you’re struggling with this too, you might want to consider doing the same.

I’m not changing what Solo CEO delivers.

But I AM changing how I talk about it.

Instead of leading with “business model strategy” or “premium positioning,” I’m shifting the entry point of my offer.

I’ll be addressing the challenges my audience thinks are holding them back:

• Marketing: How to build a personal brand that attracts inbound leads

• Sales: How to sell high-ticket services without feeling like you’re begging

• Visibility: How to get noticed by the right clients & stand out in a crowded market

Because those are the things they think are keeping them stuck.

And once they’re inside Solo CEO, I’ll show them exactly why things haven’t been clicking for them… and get them to slow down and fix the deeper issues first.

And when they do that?

The marketing, sales, and visibility become 1000x simpler and easier.

So instead of having to convince people that they need to rethink their business model before they focus on marketing…

I’ll let them come in for the marketing.

Then, once they’re inside, I’ll guide them to the real transformation.

How This Applies to You

If you’re struggling to sell, ask yourself:

1. What does my audience think they need? What’s the problem they’re aware of and actively looking to solve?

2. What do they actually need? What’s the deeper issue that’s preventing them from getting what they want?

3. How can I adjust my messaging to meet them where they are? Without changing my offer, how can I reposition it to match what they’re searching for?

For example:

A health coach can sell “lose 10 pounds in 30 days” and then teach long-term sustainable habits.

A leadership consultant can sell “how to become a more confident public speaker” and then work on deeper mindset and leadership skills.

A financial planner can sell “how to hit 6-figures” and then help clients build long-term wealth strategies.

An HR consultant can sell “due diligence for companies going through a merger or acquisition” and then work on overhauling their entire people strategy and operations.

The Takeaway

If you’ve been struggling to sell your service, this is probably why:

You’re trying to sell the cure before they even realize they’re sick.

Instead of changing your offer, shift the entry point.

Meet them where they are. Start by solving what they think is the problem.

Then, once they’re inside, guide them toward the deeper transformation.

That’s exactly what I’m doing now.

And if you’re ready to stop struggling to land premium clients, it’s exactly what I’ll help you do too.

Because your business should be attracting hell yes clients who are excited to pay you—without you having to convince them that they need you.

If you’re ready for that, reply and let’s talk.

In love and growth,

Kasey

P.S. Next Thursday, I’m hosting an exclusive workshop for Solo CEO subscribers.

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