Fear of Buying
by Clay Marafiote
Here is an
article about The Fear of Buying.
What's one of the biggest things that stop people from buying?
If you said, "the fear of making a mistake," you'd be right. Think about it, before signing on the bottom line or turning over your hard-earned cash, don't you want to know you're making a good
buying decision? I do.
Let's face it. Nobody wants to get stuck with a product that doesn't work or locked in a contract with a company that under performs.
One of the best ways to ensure this doesn't happen is through a rock solid, ironclad guarantee. Right? Right!
What kind of guarantee do you offer? And, if it's a good one, are you including it in your marketing efforts? You should be.
As I said, when people get ready to buy, they want to think they're getting a good deal and making a smart purchase.
So, whenever possible, make sure you include a strong guarantee. Then promote it.
Here's something else to consider.
If your current guarantee is of the 30-day variety, extend it. The longer, the better. There are a couple of reasons for doing this.
First, you'll demonstrate to your prospect that you truly believe in your product or service (if you don't believe in it, you shouldn't be selling it).
Second, if you can offer a 100% satisfaction, money back guarantee for a full year, your customer is less inclined to count each day that passes during the guarantee period -- they stop "looking" for something to go wrong. The fact is, a very small percentage of customers ever return a product (just in case you're concerned about that happening).
Here's the thing.
A strong guarantee can be an excellent marketing tool. It removes the fear of making a mistake and gives your prospect some much needed peace-of-mind. And these days, peace-of-mind is just about priceless.
Prospects and Marketing Resources:
- Fear of Buying