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Home » Business And Finance Articles » Risk Reversal Make It Easy For Your Customers To Buy From You

Risk Reversal - Make It EASY For Your Customers To Buy From You

To remove any obstacle that stands in the way of a sale. Most of us has at one time or another been ripped off by some unscrupulous individual or a business of dubious character. Because of this negative experience, we've become fearful of it happening again and so we're very careful about with whom we do business.

Your prospects are no different. They fear being taken in some way. This fear often paralyzes them from making a buying decision. If the fear is too strong, they simply run for cover and avoid the potential pain.

Your job as a marketer is to remove all the obstacles that may be stopping people from buying. By eliminating, or at least significantly minimizing all the hurdles, you are in effect eliminating or reducing the effect of a prospect's objections.

People want to buy. They want to say yes. They desire what you offer. But the fear can often curtail even a strong impulse to buy.

You can overcome this problem and improve your sales dramatically by removing the risk from your prospect/customer and assuming the risk yourself. In taking the risk away from your prospect, you make it easier for him to buy. And the less the prospect feels he is at risk, the more likely he is to want to do business with you.

Here Are A Few Examples:

You can remove the risk by offering a strong, money-back guarantee. Guarantees are a great way to relieve buyer anxiety and increase sales. The stronger the guarantee -- the more effective it is. A 90 day guarantee will usually produce more sales than a 30 day guarantee, and a one year guarantee is better than 90 days. The longer and stronger your guarantee, the more effective it will be in improving sales.

Another way to apply the risk-reversal principal is to offer a payment plan instead of requiring full payment up front. Three monthly payments of $34 is a safer bet than one payment of $100 for your customer, because he actually gets to try out your product before having committed the full amount for it. As a vendor, you're assuming the risk - you're assuming you'll collect on all three payments.

A third example is to accept a post-dated check as payment. You're assuming the risk because the buyer gets full advantage of the product for free, until the check is redeemable. There's always the risk that you've accepted a bad check, but from the buyers point of view, you must have a solid product that delivers what you say to make such an offer.

How?

You can implement this strategy by improving your existing guarantee. Extend the duration or remove unnecessary restrictions that weaken your guarantee. The more hassle-free you can make - the better.

If you can create a guarantee that is far superior to that offered by your competition, you'll capture more sales and you'll baffle them in the process! They'll be astounded at your audacity, but more customers will flock to you because of it.

Most buyers today have come to expect guarantees, so you might as well offer the best guarantee in the business. Make your guarantee a prominent part of all your marketing communications. Guarantees make it easier to nudge an undecided prospect in your favor.

The interesting thing about guarantees is that with a solid product or service, you'll rarely be called on to honor your guarantee anyway. People tend to relax and forget about it. The longer a guarantee, the more likely they'll leave it for later, which means they'll forget and never pursue it. This is no excuse for putting out products of suspect quality, it's merely an interesting revelation about human nature. So, you might as well make it the most power-packed guarantee in the marketplace and enjoy additional sales because of it!

One final note; in order to start making more sales and build your business empire â€" you must become an avid student of lead generation and marketing strategy â€" the high-payoff items necessary for you to magnetically attact new clients to skyrocket your profits.

Copyright (c) 2007 Joe Heller

And here is another random article you might be interested in...

5 Tips On How To Save Money At The Gas Pump

1. Keep an eye on your gas consumption

The more aware you are of the amount of fuel that you use the more you can do to try to reduce your gas costs.

If you notice that your gas efficiency is decreasing it could be an indicating factor that your car needs servicing.

Make weekly comparisons with your fuel log that you keep in you car to see how much your gas consumption is going up and your mileage per gallon is going down.

If you are finding that you are constantly seeing less and less performance from your car and spending more for gas at the fuel pump then you'll know that you need to take action so that you can start seeing a savings in your gas economy rather than a constant deficit.

2. Buy gas from a busy station

Try to buy your gas from a gas station that is consistently busy and therefore has its underground tanks filled on a regular basis.

Gas stations that are slow will have gas that has been sitting in underground tanks for longer periods of time, leading to gas contamination.

This contamination can mean that the gas you are purchasing is less powerful than fresh gas and will decrease your fuel economy.

Try to time your visits to busier gas stations at those busy times but make sure that you're not in a rush to get anywhere.

If you're late for an appointment you may find yourself giving up in frustration if you have to wait to purchase your gas and then find yourself moving over to a gas station that has a higher gas cost for the day.

3. Turn the nozzle

When you have finished filling up your gas tank try turning the nozzle of the hose a full 180 degrees.

This will drain a bit more gas into your tank; in some cases up to an entire half cup that would otherwise be a bonus to the next gas customer.

Once you get into the habit of turning the hose you'll find yourself doing it without thinking. That extra half cup that you get each time that you fill your gas tank can add up to a lot of extra gas at the end of the year that you never have known about.

4. High octane gas

For most cars these days, buying higher octane gas is a waste of your money. Regular unleaded has approximately 87 octane already and is fine for your vehicle.

By avoiding buying high octane gas you'll be saving a large amount of money over a period of time.

High octane gas is always more expensive at the gas pumps so the next time that you feel guilty for filling up your SUV with regular gas you can be assured that no harm will come to your vehicle.

Octane is simply a measurement of how difficult it is to ignite the gas in your car and has nothing to do with the quality of the gas. If you are experiencing engine pings, rattles, or knocks you can switch to high octane gas.

However, you shouldn't be experiencing any of those knocks and rattles if you are keeping your vehicle maintained and making sure that you don't miss those scheduled maintenance checkups.

If you are driving a new model car you definitely shouldn't be hearing any pings or rattles and if you are you should take your vehicle to a mechanic.

5. Avoid topping off

Try to avoid topping off at the gas pumps. When you purchase just a bit of gas at the gas station the pump doesn't have enough time to really activate, resulting in short bursts of fuel that may short change you from the amount of gas that you are purchasing.

The best time to replenish your gas tank is when you have half a tank or less left in your vehicle, or when you find a gas price that you just can't afford to miss.