You can have awesome content and an amazing offer, but if you don’t manage the risk reversal process, you could be losing your prospects right at the point of purchase. Guarantees and other forms of Risk Reversal help your prospects overcome their concerns and buy from you more often. They are a vital piece of content many people overlook or get wrong.
In this episode of the Content Sells Podcast, your hosts Suzi Dafnis and Michelle Falzon give you a framework for creating effective guarantees and other forms of risk reversal. They also explore the importance of understanding the specific risks and concerns of your specific customer… and building a plan to overcome each of those risks so you make it easy for your customers to buy from you.
Plus, included in this episode is a free download – Effective Guarantee Worksheet, use this simple 4-part framework create your own effective guarantee.
Listen to this episode to hear more about:
- What marketers can learn from the world of finance when it comes Risk Reversal
- Why you may be wrong about the actual risks your prospects are worried about (and what you can do about it)
- A case study from online shoe retailer Zappos
- How to use Live Chat to get into the minds of your prospects right at the point of purchase
- Three important types of risk reversal you need to be aware of
- Why your returns policy could be costing you sales
- 4 kinds of guarantees
- The 4-Step Effective Guarantee Framework
Also mentioned in this episode: