10. Guarantees and Risk Reversal
As you know, the benefit of any product or service is usually gained only after the sale is made – which places a risk on the shoulders of would-be customers.
And it’s this risk that often prevents many of them from buying.
So if you can lower or eliminate the risk the natural consequence is people will be more inclined to buy from you. That’s the secret of creating a powerful guarantee and risk reversal.
The risk reversal is nothing more than a simple method that takes the ‘barriers’ away from the purchase and ensures
objections and worries are also taken away, making it easy for customers to buy.
But it’s even more effective than that. As soon as you add a guarantee to your business you…
- Remove the risks so you automatically gain more sales and customers
- Automatically differentiate your business from the competition
- Your prospects will value the business much more, because they’ll automatically understand you must be excellent at delivering your product or service (“why would they offer a guarantee if their product or service wasn’t great?”)
- Take the decision away from ‘price’ so you can improve your margins as well as your sales ..
- If we create your guarantee together, we’ll make sure you don’t make any promises or guarantees that you’re not absolutely certain that you can
- The objective of your guarantee is to never pay
- The increase in your business will amaze
- If you ever do have to pay out because you failed against the guarantee, you’ll have already made so much more profit from the extra customers that bought because of the guarantee, you’ll be smiling as you write the cheque!
And the benefit of a guarantee is illustrated here…
Each module starts with two relatively open questions which You Must Answer!
You then hit Save.
You will be emailed the rest of the module, which is in a Word compatible format .rtf and a link to a Google Doc, which will allow you to edit online.
This document contains the rest of the module, to include everything we know about the subject, links, examples, and of course further key questions for you to answer as well.
Being your document on your PC or in the cloud, you can save at any stage and go back to at any time too. In fact, this is probably the best way to tackle this work.
So let’s start this module by answering these questions:
This document contains the rest of the module, including everything we know about the subject, links, examples, and of course further key questions for you to answer as well.