Prospects are afraid to take risks. That’s natural.
We attempt to soothe their fears by saying things such as:
- “Try our business. We have a 30-day money-back guarantee.”
- “Try our product or service. We have a 30-day money-back guarantee.”
Have you ever noticed that these guarantees seldom close the prospect? The prospect feels embarrassed taking advantage of a refund, so the prospect never makes the initial commitment to try the product, service, or business opportunity.
You’ve noticed that, haven’t you?
So why not try this? Give your prospect the “truth” guarantee. It will shock your prospect and create a “fear of loss” motivation. Say:
“I have one guarantee about our business. If you don’t try anything, you are guaranteed that nothing will change. The commute time to your job won’t change. The limited time you have with your family won’t change. Your current paycheck won’t change.”