Here is Business Success Thursday Volume 11
‘Reduce risk and increase your sales’
Every single customer has had a bad experience at some point in their life with spending money on a product or service.
So this means that we are all a little bit cautious about spending money on products and services because we might make a mistake and then feel bad. In other words there is a certain amount of risk involved in buying any product or service.
One of our responsibilities in all selling is to reduce the risk (in our customer’s minds) of buying our products or services. Because the lower the risk (in the mind of your customer) the greater the chances that they will buy.
The number one rule with risk is this:
So everything you say or do is causing your customer to think it’s either more risky or less risky to do business with you.
Imagine you phone two trades people and leave a message asking them to contact you about their services.
One tradesperson phones you back within one hour and the other one phones you back two days later.
The tradesperson that phoned you back in two days could be twice as good as the one who phoned you back in one hour. But because they took two days to make contact you assume they are slow, sloppy and not that good at what they do.
In other words you think it is more risky to do business with them, simply because they didn’t return your phone call promptly.
Write down 5-10 ways you can reduce the risk (of buying the products and services you sell).
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Don’t be too timid and squeamish about your actions. All life is an experiment. The more experiments you make the better.”Ralph Waldo Emerson