She laughed nervously and said, “You want me to do what???”. As did others over 10 years ago. But by now I’m used to it whenever I Impossiblemention a particular topic.

I’d been conducting a Strategy Session.

The service being offered is complicated and the ramifications of getting it wrong are extreme to say the least. People’s entire lives in Australia could be at risk. They could be deported and banned from returning for up to 10 years.

We were looking for ways she could differentiate herself from the myriad competition.

I asked, “How confident are you that you’ll get a positive result?” “Very. I’ve always achieved it in over 13 years.”

“Okay, then offer the client a money back guarantee. If you don’t get the result, you’ll give them their money back or you’ll do the next one for free.”

Over 10 years ago I said almost the same thing to another organisation. One that was at the top of their field. Only I went one better. “Offer a 110% money back if they’re not happy”.

You could probably have heard them shouting me down from a block away.

But I persisted. They followed our advice. Proudly proclaimed the new guarantee at the next industry tradeshow and had a swarm of new clients sign up.

To this day not one person has called them on the guarantee which they still loudly and proudly proclaim.

So how does this help you?

Realise we’re all scared when handing over money. Wondering if we’ll get value. Whether the product will work. What will happen if it doesn’t.

Your job is to remove this risk. One way is through a solid guarantee.

But that often takes a different mindset. So let me help you.

Ask yourself what you’d do if your product broke or the service didn’t work.

You’d fix it.

So your “guarantee” is nothing more than something you’d do anyway. The key is to publicise it and make it stand out as a real benefit. Doing so adds to your USP or unique selling proposition and differentiates you from your competition. Most of them won’t have the guts to follow you. Trust me on that one.

Want to start 2016 with a bang? Book in for a strategy session asap. Don’t put it off till late January. Remember, the early bird catches the worm. Call me on 0414-913-334 and let’s talk turkey.

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