3 Things Missing From Your Sales Content (That Explain Why Sales Feel Slow)
There’s lots of conversations online about how hard it is to make money in your business right now.
And while yes, there are things happening that are out of our control…
I also believe, a lot of the time business owners aren’t taking accountability for the role they play in sales feeling slow.
Now hear me out…
Because as someone who has been in business for over 7 years, I’ve seen my fair share of market shifts. And I’ve also made consistent sales in my business every single year, no matter what is happening around me.
Yes, it’s a bit slower right now, but that’s a reflection of the market you’re selling into.
The standard you need to be at when marketing + selling your offers in 2026 is higher than ever before.
And yet, the people who complain about business being slow also haven’t changed how they market and sell their offers in years. They’re acting like it’s 2019 not 2026.
If you don’t make changes to meet the market and communicate what your ideal clients need to hear and see from you clearly and consistently – get used to business feeling hard.
But if you really want to make more sales and you’re ready to listen and apply some changes to your messaging and marketing – today’s episode of the How I Do Content Podcast is for you.
I’m about to share exactly what selling looks like in 2026 – and where you’re getting it wrong.
Let’s do this.
Why sales DO feel slower in 2026
No it’s not just you – there has been a huge shift and sales cycles ARE taking longer.
For a few reasons:
- The buyer journey has changed (the way people discover you, become obsessed and then choose to invest)
- And then you add in the trust recession (thanks to AI)
The path to purchase looks different and what’s required from you in your sales and marketing process is also different.
As a result of these huge shifts, you need to understand the buying behaviour and patterns of the people who come into your world and then know what marketing you need to push out on the front end to get them to the point where they’re ready to purchase.
Yes, I know you didn’t start your business to be a content creator and you’re not a marketer – but in 2026 that’s what is required of you.
How selling in 2026 shifted
Now I audit a lot of content, and it still shocks (and concerns) me what some people believe constitutes selling your offers.
In 2026 sales content is NOT:
- The announcement piece of content that says “Doors are OPEN” and how excited you are. Your excitement doesn’t automatically mean your ideal client shares your excitement – unless you give them a reason to.
- Talking about what’s included in your offer on repeat. Your ideal client doesn’t care as much about how many calls are included as they do about what they get as a result of working with you.
- Sharing testimonials with zero context. Screenshots that say “Tahryn is amazing” ARE NOT TESTIMONIALS. They tell your ideal client abso-fuckin-lutely nothing about working with you.
- Not handling objections because you believe your ideal client will just know. Objections (money, time, readiness) are human and it’s your job to speak to them.
- Adding a CTA to the end of your piece of content with no link to the offer you’re selling. Tacking on a “Book a call via the link in bio” or “DM me READY for the details” onto the end of your caption isn’t selling.
Back in 2019, you could get away with selling this way. But now in 2026, the market and your ideal client demand a higher standard from you.
The standard of selling required in 2026
So what does that standard actually look like?
Well obviously, it all starts with your messaging. And more specifically whether you are clear on the following 3 things and communicate them consistently:
Desire:
What does your ideal client actually want? In 2026?
Not the version that sounds good in a caption. Not “more freedom” or “to feel confident” – every muggle on the internet is selling that. I mean the actual, specific, sometimes embarrassing thing they want.
They don’t want “more leads.” They want to stop checking their bank balance and doing the maths on whether this business can actually pay their bills. They don’t want “a better morning routine.” They want to stop hating their life by 10am.
If you’re selling the Pinterest-quote version of what they desire, and why they desire it – you sound like every other muggle.
And in 2026 your ideal client can feel the difference between someone who is pulling it out of their ass and someone who genuinely understands them and can help them.
Demand:
It’s not enough for your ideal client to want something. They have to want it now.
You can have the most desired outcome in the world and still watch someone scroll past, because in their head it’s a “someday” problem, not a “right now” problem.
That’s the gap most people miss.
They talk about the want (freedom, confidence, more leads) like naming it is enough. But you’re not creating a reason to move on these things today.
This doesn’t mean manufacturing fake urgency with a countdown timer. It’s showing them the cost of staying exactly where they are by NOT prioritising these things today.
This is ESSENTIAL in 2026 because people are more discerning and considered when it comes to their purchase decisions. They’re prioritising spending money on things that solve a specific problem or give them something they can’t live without.
Differentiation:
Your ideal client doesn’t just want the outcome. They want to know why you’re the one who can actually get them there – and not the ten other people promising the same thing.
Most people think differentiation is a nicer logo, an updated Instagram bio or a punchier tagline. It’s not. It’s not even your personality, your Harry Potter references, or the fact that you swear in your captions.
Differentiation is the specific way you help your ideal client get the result they sign up for – your process, your methods, your beliefs, your values. The things that make you different from everyone else in your industry and make your ideal client choose YOU.
And it’s not something that can be created by AI.
Why should your ideal client choose YOU? If you can’t communicate that, they’ll go and spend their money with someone who does.
If you are unclear on any of these 3 elements – you’ve got work to do.
And if you know desire, demand and differentiation – are you showing it in your sales content?
Because this is where most people fall down. You can tell me all these things, no problems, but when I go and look at your content it’s nowhere to be found.
And that’s exactly what we work on together inside Micro Messaging.
Not just getting clear on your Desire, Demand and Differentiation – but making sure it’s actually showing up in your sales content – your launch emails, your sales pages, your masterclass pitches. Everywhere your ideal client is watching you and making a purchase decision.
Because knowing your messaging and using your messaging to make you money are two very different things.
Want More?
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