Help Me Build My Guarantee !

Hi, go for something for tangible and measurable.

A results-driven guarantee will almost certainly kill you unless the results are so low and highly achievable but my guess is, that kind of results guarantee is not appealing at all.

For example, share with them what is in your package, such as you will perform a SERP analysis, build 100 links from blah blah, etc. Something measurable and within your control.

What I would do is give a satisfaction guarantee. If they are not satisfied with the results they can get their money back. When you develop the campaign, you then have to manage their expectations and don't promise something you can't deliver.

For example, give them a specific package that has measurable results (1st page results for keywords a,b,c; "X" No. of visitors withing the first 6 months, etc.). Just make sure that the numbers are low enough (or the keywords non-competitive enough) that you can deliver. Then, make sure that you keep in touch with them so they can see that you care about customer service.

If you develop a good enough relationship with them and then deliver some results, you should be okay. Underpromise and overdeliver.

The relationship is most important. Remember that most offline businesses would be impressed with any measurable results, because they have no clue how to do SEO.

A guarantee for services? Unlike digital products which can get replicated automatically without any further investment in time and money, your time is very precious.

Spend 2 months working full-time with someone that then asks for a refund? Sucks for you. I'm not discouraging you from pursuing such policy, just want you to understand the consequences. When I worked as a computer programmer I never promised refunds, ever.

Tyrus

Here's what Brad Sugars says ... and I think it came from Jay Abraham;
The longer, more specific, the more detailed, the more SCAREY to the seller.... the more sales you will make.

Jay calles it Risk Reversal.

Don't worry about refunds. As soon as someone asks, just refund (OR MORE).
The EXTRA sales you make will more than cover your expenses.
You will ALWAYS get the 1%-2%? 'friendly fraud'.

You can do this for ANYTHING provided you get many small clients per year.
If you have a small number of large clients... it becomes risky.

I'm a sales writer and THIS IS WHAT I DO & IT WORKS:
STEP 1: I point to www.freelancersbusinessstore.com for Copywriting Results Revealed to show that average is $1,500/page.
STEP 2: I then offer EITHER: "Average" with a no questions asked, no conditions (except they can't use it after refund) guarantee OR my much lower rates without a guarantee.

I've never had anyone pay the higher rate yet.

SUGGESTION:
STEP 1: set your prices.
STEP 2: You have a premium service including a long, specific, detailed, scarey guarantee about 50% , even double above your step 1. It's always there and it's a legitimate offer.
STEP 3: Then you have your "without guarantee" discount - the prices you set in 1.
Try it! You'll like it!

I recently spoke to a very successful marketer doing exactly this and he expects to do $200,000 in his first first year consulting with offline clients.

When I asked him about what measurable results he offers clients he told me that they don't guarantee anything. They don't guarantee traffic numbers or search engine rankings etc. Yet they close almost 100% of meetings they attend and he says they are getting so much business he needs to hire more staff! Oh, and they're charging $5,000+ per month for these services for each business they work with!

Whilst I understand the benefits of a guarantee, if someone can have *too much work* without one, just makes you wonder...

All the best,
Richard