Risk Reversal – Your Secret Sales Weapon

Here is a simple but devastatingly effective sales strategy that can help transform your business.

 

This simple ‘add-on’, if incorporated into every sales proposition and business transaction you make, will make a huge difference in the number of quotes and tenders you convert into sales.

 

The simple strategy is – By removing the ‘fear of making a wrong decision’ you make it much easier for your customers to buy from you.

 

So how do you do that?

 

By ‘reversing the risk’ of the purchase

 

Before purchasing anything we all subconsciously weigh up the risk of making the wrong decision. This perceived risk can represent a barrier which blocks your prospect’s decision to buy. By not ensuring that all possible barriers are removed, your prospect could end up purchasing their product from your competitors instead of you.

 

You can reduce or eliminate most barriers to purchase by reversing the risk of the purchase, and placing the risk on your shoulders, rather than your customers.

 

By incorporating a risk reversal philosophy and statement into every sales message, you can say to your prospects something like:

 

“I understand you can’t be certain this product is perfect for you without buying and experiencing it first. Therefore I would like you to try it at my risk before you pay for it /or buy it, with the reassurance of our no-nonsense money back guarantee. So if you are not totally satisfied after experiencing it in action, then simply return it and we will cancel your invoice and/or refund your money.”

 

That’s a very powerful sales proposition to put to your customer. No one in their right mind would refuse.

 

Whilst this form of wording is not right for every business, I can absolutely guarantee that risk reversal strategies can be adapted to suit any product or service, whatever the industry you operate in. In fact, we have helped clients in industries as varied as off shore oil and gas, building products, and leisure and retail, employ risk reversal strategies with huge benefits to their business.

 

Risk free for you too…

 

“Ah!” I hear you say, “If my customers can try the product before they pay, and return it without owing a penny or expecting their money back, surely they’ll take advantage of me and I’ll lose money hand over fist!”

 

In reality, the reverse is actually the case. When you include a powerful risk reversal statement in your sales message, my experience shows that your sales will increase by up to 300%, while your attrition rate will rarely exceed 2%.

 

If what you are selling will do what you say it will, and genuinely provides customers with the value they are expecting, then only a very small percentage will ever ask for a refund. In fact, the vast majority of people are honest. They don’t set out to rip you off. Customers are searching for genuine value and service. That’s all.

 

For more help and advice regarding how you can implement a risk reversal philosophy contact sally@common-sense-marketing.com or call her on 01692 538800. For free advice and downloadable reports go to www.common-sense-marketing.com