The greatest challenge facing anyone, who needs to purchase anything,
is the risk that the product or service they will buy, will not meet their
needs. If that is the single biggest obstacle stopping anyone buying from you,
then simply eliminate the risk and you will significantly increase your new
client acquisition and multiply your revenue. I am in the consulting and
professional speaking business. It is often difficult for the leader of a large
corporate to invest a significant amount of money into my fee and risk, not
being satisfied or worse, being disappointed. The best way to secure the
business is thus to remove the risk to the client completely. I offer to
consult, offer training or present a key note address and if they are not 100 %
satisfied, they do not have to pay me a cent.
I am sure that you are in a similar position, where there is
often a great divide between you and your prospective buyers. You know that
your product or service is absolutely perfect and will meet or exceed your
prospects expectations. You are completely certain that once your client gets
to experience what you have to offer, they too will see the fantastic benefits
it offers. The challenge for the customer though, is that for you to open the
door and show your them how great your product or service is, they will need to
take a risk and as you know, people are risk averse. So most people will not
take the risk and offer you the opportunity to share your great product or
service with them.
Build
Mutually Beneficial Relationships
As you are in the business of building mutually beneficial
relationships with your clients, both you and your client lose, if they do not
have the opportunity to see what your product or service can do for their
business. The secret to open the door and to start to build the partnerships
and relationships you want with your prospects is to eliminate the risk
completely. Instead of expecting them to work with you, with blind faith, where
they take all the risk, eliminate the risk completely. In other words show them
how much you believe in your product or service, put your money where your
mouth is and offer to supply it free of charge, if it does not meet their
expectations and needs.
You know that you cannot build mutually beneficial relationships
and form lasting partnerships with your clients, unless you are authentic, believe
100 % in what you are selling and know that what you have to sell will
eliminate pain and exceed the needs and expectations of your clients or new partners.
You therefore know that what you have to sell is fantastic, so have the courage
of your convictions and show it by removing any risk to your client.
Accept
all the Risk
I was involved in on-going
negotiations with a large manufacturer and after months of negotiation, it
looked that, even though I knew my service would eliminate a whole lot of pain
for them, I was going to lose the deal. To secure the deal and to begin the
process of building the relationship, I asked the CEO what she felt the risk
was and how could we eliminate the risk. She felt that if we wasted time on
doing the necessary research, went through the training process and they did
not see any positive results, she would look bad and have incurred a big
expense for nothing.
I immediately eliminated the risk completely and offered to do
the research, offer the training and deliver a final keynote address at their
annual conference. I told her that, should she not be 100 % satisfied with the
results, I would offer the entire service free of charge. By eliminating the
risk and showing complete confidence in my work, I gained a great new client
and have built a really great partnership with this company. We both benefit
from this great on-going relationship.
The secret to create sustainable success and to ensure that
people get to know’ like and trust what you have to offer. Is to firstly
believe in your product or service, know what it can do for your clients and
then remove any risk to your client. By following this simple strategy, you
will very quickly grow your business and achieve the sales success you desire.
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