Here are six easy-to-implement strategies that can intensify your offer to make a customer on the fence buy from you.
Offer a guarantee
Once you buy a product, you may not like it as much once you get it home. When you purchase a service, it may not turn out like you expected. These fears are real and create buyer resistance towards your offer. Offering a satisfaction guarantee will alleviate these fears. Moreover, few buyers will take you up on it even if they are not satisfied.
Offer a payment plan
In the old day’s buyers saved up before making a purchase. Today most people buy with credit. Offering a rent to own or a payment plan can unlock many potential buyers that do not have the cash to make your purchase. As discussed in Availability of Financing, QVC is popular with many consumers because they offer easy payment options.
If you can’t afford the cash flow hit, sell the debt to a finance company. I used to buy beef by the side at a local butcher. Since a side of beef cost about $1,200, the butcher made a deal with a payment company and instead of paying up front, you bought payments and got a payment book.
Offer Free Support
Many buyers are reluctant to make a purchase in fear of not understanding how to use all the features. If your product help and documentation are good, support will be minimal.
Offer a 30-day check hold
According to a CNBC report, 71% of US workers live paycheck to paycheck. Offering a 30-day check hold might be just the thing that a prospect needs. Since you have the check there is only a limited risk of not getting paid.
Offer a warranty
Most business already have a policy to replace any defective product they ship. Given two relatively identical products one with a 2-year warranty and one with a 3-year warranty, the extra year even if it costs a little more is often enough to close the sale.
Limit the offer window
Many buyers are procrastinators. By creating a limited time frame for your offer, many buyer’s fear of losing kicks in and will cause them to accept your offer if they feel it will expire soon
Do your sales strategies included offer intensifiers?
