Overcoming Objections - Risk
Friday, May 02, 2008
Risk is more than a great board game that takes way too long to play. Risk is something your clients face when making decisions about their project. Risk is a major influence for people. It is why some people choose a familiar company or product over an obviously better choice. When you're explaining your services to clients, keep the risk factor in mind. They may not pick your company because it involves taking a chance.
How Do You Overcome Risk?
- Try to take risk out of the equation. Whenever possible, provide a guarantee. Money back guarantees or satisfaction guarantees go a long way to letting clients feel more comfortable taking a chance on you.
- Allow people to try out your products, if you can. A trial or test of how a product works or how a material looks over a period of time can do wonders. You might even be able to promise them that you will remove or replace a product for free if they're not happy.
- Another option is to prove your experience. Risk goes away when people are convinced they are dealing with an expert. Provide testimonials, before and after photos, references, awards, associations you may belong to, and more. If they can see you are a specialist or good at what you do, you have a better chance of closing the deal.
Labels: Sales Advice
