Show Notes
Why are Guarantees so important? Which Guarantee might work for my business? The moment comes and you finally share the price with your prospect – and there is an awkward pause. The prospects mind starts racing – it’s so expensive…what if it won’t work for me….it sounds like a lot of effort…I’m not even sure I’ll have time…do I really want this…why am I here again…
To get your prospect to buy from you requires risk! And we all hate risk. In fact, we are biologically wired to avoid it at all costs.
This is where a well-crafted guarantee will help reduce the risk and ease the prospects mind. Here are a number of guarantees. Think about which one might work for your business.
1. No questions asked guarantees.
1.1 Literally unconditional. You ask, we give you your money back. This is good for low ticket info products.
2. Guarantees with strings
2.1 If you complete xyz and still don’t get a result, let us know and we’ll give you your money back.
3. Reverse-Guarantees
3.1 All sales are final. Our product is unbelievable. We don’t offer guarantees because we are the best. Or what we have is so proprietary that once you have seen it, you have the value, so we can’t offer a guarantee.
4. Conditional Guarantees
4.1 They get all their money back if they follow steps xyz
4.2 They get 2x their money back if they do xyz
4.3 Credit based guarantee
4.5 Personal work with you 1:1 to make it up to you if you occupy a high position in your company.
4.6 There are many different types of guarantee “mixing and matching” which you can deploy here.
5. Performance and value guarantees
5.1 We get x value once you sell x amount of product/service.
Now there are a few very important elements to keep in mind with guarantees. I see businesses throw in guarantees because they think it “works”.
Guarantees become fluffy and “tacked on” if they don’t have the following elements.
1. They should address a key fear or concern the prospect has. What is your customers #1 hesitation? What risk do they fear the most? This is the one you need to attack full on with your guarantee.
2. There should be a solid reason and rationale behind your guarantee which is woven into your product or service.
3. Your guarantee should not sound desperate or be desperate. It should sound clinical and scientific. We offer a full guaranteed money back because we’ve only ever had 2 people walk through our program complete the steps and ask for their money back.