We have a B2B SAAS product. Customers love our product, but don't buy from us. (We don't come across as unlikeable people either). Our competitor has hundreds of customers, we just started few months back. How can we sell to big companies? How do we come across as credible? We are perhaps being perceived as two guys in a garage.
Its all about how you show up. Yes you are "likeable" but are you credible? There are so many factors to consider, here are a few to get you thinking:
>Are you positioning your product to the right customer?
>If so, is your pricing to high or too low?
>How does your product vary from your competitors/do you offer a higher level of service or quality?
>What VALUE do you bring to the table?
I can go on and on! The Direct Sales Industry is highly competitive these days. I consult with a few that are doing well and just under 3 years of business. But they're doing it right! Most of the times it is minor tweaks that will catapult you forward. Sorry to be so broad but hopefully this gets you thinking in the right direction. Would love to help further but need more details. Best of luck!