In
my opinion Risk Reversal is the easiest way to get your prospects
to say 'yes' I want your service.
In fact this 'super charged' marketing technique allows you to eliminate
the 'barriers' that often prevent people from buying from you. The
result? Massive and quick increases in sales and new clients.
Let's first get an understanding of Risk Reversal…
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What is Risk Reversal?
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In every business transaction there's a risk involved. 99% of the
time it's the person or business who buys your service who takes
on this risk. This risk is what prevents many people from buying.
Therefore, if you lower or eliminate the risk, your sales will multiply
- literally overnight. Implement extended guarantees, free trial
periods, and special introductory packages.
The concept is simple. As long as you provide a good service (it
doesn't have to be brilliant) to your clients then Risk Reversal
will draw prospects to you like a magnet! It's one of my 'must use'
marketing techniques.
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Here's a simple example of how Risk Reversal works:
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A man wants to buy a puppy for his daughter. He responds to two
ads in the local newsagent window. He examines the first puppy and
it seems ideal in temperament, and looks.
The man says to him, "If the dog isn't right for your daughter,
bring it back in one week and I'll give you your money back." Clearly
he appreciated the value of Risk Reversal but he didn't fully understand
it!
The man then goes to look at the second puppy. Again it seems ideal
in temperament, and looks. Only this time the owner says, "Your
daughter is obviously looking forward to her new puppy and it's important
that she's totally happy with it. Please take the puppy, let your
daughter play with it, look after it, and get to know it.
If after three weeks the puppy is perfect for her, pay me for it.
If not just bring it back and owe me nothing!"
Now this man really understands Risk Reversal. First he extended
the "trial" period. He knows that his puppy is a good dog.
He also knows after three weeks the puppy and girl will be inseparable.
He totally reverses the risk.
Second he let the girl have the dog on 'free trial.' There was absolutely
no financial risk involved making the 'sale' a no-brainer!
The company that reverses the risk, automatically gains competitive
advantage and wins more business - in fact much more! As you already
know, this competitive advantage is very significant when attracting
new clients to your business.
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What about people taking advantage of the Risk
Reversal?
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One of the first thoughts to run through peoples minds (and the
same is probably happening to you) is this, "Won't more people
take me up on my guarantee and others try to abuse it?"
The key of course to successful Risk Reversal is this - if you offer
a quality service then you have nothing to worry about. It's a compulsory
marketing technique for all good service businesses!
Unfortunately I cannot say no one will ask for a refund etc. What
I can say is that for every one of these, you will attract many many
more clients by simply offering risk reversal in the first place.
Don't worry about this.
Your Risk Reversal Strategy is usually the one thing that tips the
scales in your favour. Because you offer Risk Reversal as part of
your overall offer, your prospect thinks the following things about
you…
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1. If you're offering this guarantee, you must be very good at what
you do
***
2. You must be stupid to offer such a guarantee if you were poor
at delivering your promises and services
***
In the prospects mind you have automatically "proven" to
her that you can give her exactly what she needs. More importantly
when most people choose to buy a service (or product), they choose
it for perfectly good reasons and intentions.
They wouldn't choose you in the first place if they wanted to capitalise
on your Risk Reversal.
The great thing about constructing your own Risk Reversal is that
it doesn't cost you a penny (apart from a few hours thinking time).
Put this amazing marketing technique in place and watch your sales
and profits soar!
© Hackney Marketing Ltd
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Steve Hackney has spent 10 years and over $800,000
to
discover the secrets of how service businesses
can generate
5 or 6 figure profits every single month.
Better still he reveals every closely guarded secret in his
amazing free mini-course titled, "How To Skyrocket The Sales
And Profits Of Your Service Business - Closely
Guarded
Secrets Revealed."
You can get Steve's FREE 5 part mini marketing course by
clicking...
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Tel: 01202-257423