The other day, I bought a bag of almonds…
the ingredients on the back read:
“almonds”
and the warning label said:
“contains: almonds”
I like to consider myself a ‘smart’ buyer, so I expected my bag of almonds to contain… well…almonds!
What does this mean for your sales?
One of the main ingredients in business is:
risk
It’s expected and experienced owners know that.
So why shy away from discussing the risk factor of your service?
You’re taught to “highlight the benefits, ease of use, and low risk”
but in reality, risk is an integral part of any business solution.
The truth is:
your offer raises suspicion if it doesn’t clearly show or state the inherent risk associated with it
so don’t fight it… bring it up and you’ll find 1 of 2 things may happen:
1 – you’ll attract a more serious buyer
2 – your conversations will be more forward thinking