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Close More Leads With This One Tip

by maxrezn
13 replies
Name of the game is Risk Reversal. Day 1 stuff in marketing.

Remove the risk of doing business with you. "Mr. Prospect, my firm is so confident in our quality of work and in our ability to deliver, we have a 110% money back guarantee for each website we design. That means at the end of the project, if you're not thrilled with the website we create for you, let us know and we will give you 110% of your money back. At that point we will take down the site and restore what you had before."

If your work is solid, you will close A LOT more deals. 1 in 50 or 1 in 100 people will ask for their money back...but by this time you've already made so much money with that offer it doesn't even matter.

Don't be stupid and accept each client that comes your way..pre-screen them thoroughly and keep all price shoppers away.
#close #leads #tip
  • Profile picture of the author Rearden
    Was a cornerstone of my fitness biz; 4 out of 500 asked for a refund.

    How do you separate the guarantee seekers?
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    • Profile picture of the author maxrezn
      Originally Posted by Rearden View Post

      Was a cornerstone of my fitness biz; 4 out of 500 asked for a refund.

      How do you separate the guarantee seekers?
      Easy. Go with your gut feeling.

      Most of the time, I can decide if I want to work with someone or not within the first minute of the conversation.

      Listen for cues such as "If you do a good job I got a lot more work for you".
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    • Profile picture of the author vndnbrgj
      Originally Posted by Rearden View Post

      Was a cornerstone of my fitness biz; 4 out of 500 asked for a refund.

      How do you separate the guarantee seekers?
      Did you see an increase in the number of new customers?
      Proper risk reversal will get you an increase in new business.

      However, you will still get the 1-2% that will always be after a refund.
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  • Profile picture of the author Rearden
    Is said comment positive or negative?
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    David Duford -- Providing On-Going, Personalized Mentorship And Training From A Real Final Expense Producer To Agents New To The Final Expense Life Insurance Business.
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    • Profile picture of the author kenmichaels
      Originally Posted by Rearden View Post

      Is said comment positive or negative?
      usually its a negative warning sign
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    • Profile picture of the author maxrezn
      Originally Posted by Rearden View Post

      Is said comment positive or negative?
      It's code for "I don't really have much money...so I will use the vague promise of future work to get a deal from you."
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  • Profile picture of the author Kung Fu Backlinks
    LOL Love the translation... because it's so dead on right.
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  • Profile picture of the author vndnbrgj
    Here's a video on risk reversal from Jay Abraham

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    - Neale Donald Wilson -
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  • Profile picture of the author vndnbrgj
    Here's a video on risk reversal from Jay Abraham

    Signature
    Life Begins At The End Of Your Comfort Zone
    - Neale Donald Wilson -
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  • Profile picture of the author Kunle Olomofe
    max, nice tip. thanks

    I've just decided to start using a variation of this, it was actually suggested by this prospect I cold called yesterday...

    He says he's not comfortable forking out cash to someone he doesn't know, but he does need the service and hopes I can help. He paid one chap to do the same before I met him and he wasn't happy with the way the job was handled or it was never delivered or some such... He sounded very sincere and not like a trouble maker I'll know after we start working together. Anyway, his offer...

    "I'll do you a post dated cheque for the full amount to clear a week after our agreed delivery date to cover myself in case I need you to fix something that's your fault up to one week after the project closes. If all is well, you get your cash. If you default in any way I can still protect my rear by canceling the cheque."

    I said "Deal". He's cutting the cheque this Friday.

    Cheque fraud is a criminal offence here so I don't think he'll be trying to stiff me with a dud cheque.

    Besides, if he does mess about, the site goes down, he can't just copy the codes from the site I'll build for him and just upload elsewhere cos there'll be scripts in the backend that only I control.

    This is a first for me doing this so not sure how it will work yet. Anyone have any bad experiences with post-dated cheque deals like this for web design? If so do share.
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  • Profile picture of the author Dimitris Skiadas
    Originally Posted by maxrezn View Post

    Name of the game is Risk Reversal. Day 1 stuff in marketing.

    Remove the risk of doing business with you. "Mr. Prospect, my firm is so confident in our quality of work and in our ability to deliver, we have a 110% money back guarantee for each website we design. That means at the end of the project, if you're not thrilled with the website we create for you, let us know and we will give you 110% of your money back. At that point we will take down the site and restore what you had before."

    If your work is solid, you will close A LOT more deals. 1 in 50 or 1 in 100 people will ask for their money back...but by this time you've already made so much money with that offer it doesn't even matter.

    Don't be stupid and accept each client that comes your way..pre-screen them thoroughly and keep all price shoppers away.
    I used the 200% money back guarantee in my SEO services.The slogan i used was "Your site on page 1 of Google or you money back x 2 times.

    Now my firm is known for the double guarantee we offer, so it was a good marketing trick to get more clients

    Dimitris
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    • Profile picture of the author maxrezn
      Originally Posted by Garage667 View Post

      I used the 200% money back guarantee in my SEO services.The slogan i used was "Your site on page 1 of Google or you money back x 2 times.

      Now my firm is known for the double guarantee we offer, so it was a good marketing trick to get more clients

      Dimitris
      That's quite the guarantee!! Have you ever had to give someone 2x their money back?
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  • Profile picture of the author sundaymorning
    I would love to know the answer to that question too!!!
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