How to Remove Doubt and Increase Sales – Provide a No-Risk, Freebie Or ‘Try Before You Buy’ Offer

May 29, 2010 by  Filed under: Sales 

You may have the best product or service in the world, but sometimes your prospect or client may not be convinced enough to buy what you are selling.

If you want to overcome this problem, you might want to offer up a way to prove your service or product in advance, if you can.

What you could do is offer up a reduced version of your service or a limited trial offer of your product. By doing this, you can help remove any doubt that your prospect or client may have.

For example, if you offer a scaled down version of your service or product, you might be able to identify enough in this initial assessment to pay for the total service many times over which you could use to pay for your offer.

Once your clients have had a chance to try the service or product, and they get to see the value, you have a better chance of selling your offering.

One thing you can think about is a commission on performance. If you are certain that your service or product can make an impact on a company, you can do a performance based incentive pay that would put the risk on your shoulders, not your clients. You can offer up your service and get paid a contingency on savings or revenue found. Make sure that if you are going to do this, that you have all the parameters determined in advance.

As another piece of advice, if you do offer a freebie or try before you buy, make sure that you get something in return. It might be for an order or an advancement in the sales process. You have to make sure that the client has skin in the game too and that they don’t take advantage of you.

By offering a no risk or low risk offering of your service or product, you can show the prospect how it works, let them see the savings and then have a more compelling reason for gaining their business.

Chris Hamilton is a sales and marketing consultant helping small and medium sized business take their sales to the next level. Chris provides useful sales and marketing tips daily on his website Sales Tip a Day which is located at http://www.salestipaday.com. Sign up for the Sales Tip A Day Newsletter at http://www.salestipaday.com/p/email-newsletter.html and receive the “25 Must Have Sales and Marketing Tips”

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