Another thing so profound about us:
We hate to lose, to make mistakes and
bad decisions. We all fear from the perception of risk, fear from the idea of
losing
For the customers, you and your
product are the potential mistake they might make
They just tell themselves all the
time: "am I gonna regret this? Well I don’t know if this is a good idea,
why should I trust him?"
This feeling of uncertainty is very
bad for you. That decreases the chance of closing the deal to a great
extent.
The more unsafe they feel about that,
the less they are gonna buy form you
So what can you do about that?
-
The best solution is to do the "risk
reversal" thing: take all the risk that they feel upon yourself as a
seller
-
You need to make ridiculously generous and insane
guarantees like: here, try that for a complete year and if you don’t like it
just call us for free and we will come and give you 101% of your money and erase
this bad experience from you ……. Etc.
The benefits from this are:
-
Making such promises and guarantees just overkill this
feeling of risk, increase their trust in what you are offering. Your customers
will just have no reason not to deal with you
-
On the long run, this is a very good way to stand
alone and to build marvelous reputation and to build trust between you and your
customers
-
And according to the same concept on witch this
strategy is built, customers just hate to lose a thing they used to own for a long
period. Almost no one returns a thing they sued to use for that long
You may found that some customers are
taking advantage from you. People who go through the entire thing and just ask
you for repay at the end. I know that no one likes to be used like that and we
just hate being scammed like our customers do. But don’t be disappointed by
that attitude
The benefits you will get from
applying such ridiculously generous guarantees greatly overweight the losses you
may encounter. You will make much more money that will make up for it
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