Is buying from you a risk?
Of course, the answer from your perspective is no. You can know you can deliver what the client wants.
But from their perspective the answer is yes.
They don’t know you can deliver until after you do.
They have probably bought from other businesses in the past and been disappointed. So, they are nervous about saying yes to you.
The more nervous they are the more likely to say no. After all no seems the safest option.
So, we need to find ways to make buying from you safer. There are many ways to do this but the most powerful is a strong risk reversal guarantee.
Can you find a way to guarantee the thing they most want? Or can you at least find a way to guarantee the quality of your service?
If you look there is almost always something that can be guaranteed. The bolder the guarantee the easier it becomes for someone to say yes to buying from you.
Here’s a great example I saw today for a pest control service.
With NAME REMOVED you’ll never have to worry about paying for a job that hasn’t been done.
If you’re not satisfied with our services, we’ll not only give you your money back, we’ll return it to you twofold. That’s right: you’ll not only receive a full refund, we’ll also pay to have your pest problem sorted by our competition.
If I was in the market for pest control I would definitely choose this company over the others. Their confidence gives me confidence they will do the job right.