There are various risk reversal options to improve your sales closing rate. The idea of risk reversal is to get the buyer over that last seed of doubt in their mind by taking on as much of the purchase risk as possible. The aim being the prospect has nothing to lose when trying your product.
Guarantees
Guarantees are an example of risk reversal but they are often done poorly or not at all. Your guarantee should be clear, short and to the point to act as a marketing tool rather than something your lawyer dreamed up. It should tell your prospect that you believe that your product or service will fulfill your promises.
A strong guarantee can then take pride of place in your marketing materials and help you seal the deal. The best guarantees will also attract attention and make prospects wonder how you can afford to have such an amazing guarantee. This translates into faith in your product based on the confidence of your guarantee.
Free Trials
By putting your product in the prospects’ hands before they pay a cent you are again showing confidence in your product or service. By offering them a risk free trial they are much more likely to take up your offer and if your product is as good as you say it is they should have no problem purchasing it after the trial.
Sure - not everyone will buy after the trial - but by exposing your product to more people you’re going to get more sales. You just might have to be creative about what kind of free trial you can offer. If you must you could charge a lower fee for an initial trial as well.
Getting Ripped Off
Many business owners are afraid of making strong guarantees or offering free trials because they feel people will take advantage of them. The truth is most people are honest and these are the people you need to focus on. You’re going to get ripped off at some point but it’ll pale in comparison with the extra sales you make.
What You Do Next
Which risk reversal options are you using in your business? How can you use the ideas above to increase your sales. Try being creative and measure your results to find out just have powerful good risk reversal can be.
