Learn to overcome one of the most common obstacles that every entrepreneur faces when it comes to closing sales – the dreaded risk objection.
If you’ve ever tried to sell anything to anybody, you’ve seen that hesitation firsthand. The pitch is going great, your heart is pounding…
It’s decision time, but the customer pauses.
You brace yourself; you know what’s coming. And then they say:
- “What if I login and it’s not what I thought it was?”
- “What happens if I can’t do it?”
- “How can I cancel if I join?”
- “I’m scared it’s a waste of money.”
Avoid that sinking feeling in your stomach by getting prepared.
You know the risk objection is coming, so put yourself in your customer’s shoes ahead of time and develop your own risk reversal strategy.
The result will be an offer so good they’ll feel stupid if they don’t snatch it up.
Understanding the Mindset
First things first, let’s get inside the mind of your customer. When someone raises the risk objection, they’re essentially saying, “I’m not okay with uncertainty; I need to know that this is the right move for me.”
It’s a natural instinct, and it’s your job to guide them through this scenario by making them feel at ease.
Testimonials and Social Proof
One of my favorite tactics for overcoming objections is to let your happy tribe of existing customers do the talking for you.
Collect testimonials, case studies, and success stories from previous clients who faced similar reservations. And don’t overcomplicate the process; it can be as simple as grabbing a few screenshots from your social media pages.
When prospects see real people sharing authentic stories of transformation it puts their fears at ease.
Offer a Risk-Free Trial or Money Back Guarantee
Another effective way to add a risk reversal strategy to your offer is to include a risk-free trial or a money back guarantee.
This shows your customers that you have the courage and confidence to stand behind your product. It’s that extra nudge that gets them over the “risk” hump.
Examples include:
- Get a free, 14-day trial. No credit card required.
- Cancel anytime.
- 100% money-back guarantee.
When you include terms and conditions that protect your customer, you increase your chances of landing more of those ideal clients you love to work with.
Use Clear Market Language
When the details of your offer are unclear, it feels more risky to potential customers.
The words you use to describe and sell your offer must reflect the natural language that your audience understands.
Be sure to explain the benefits and features, what’s included, special bonuses, how long it will take to complete, who this offer is for, and what can be expected.
Not only will this make the decision easier for the customer, you increase the likelihood of attracting the type of person who’s a perfect fit for your business.
Conclusion
Remember that it’s not about convincing someone to take a blind leap; it’s about guiding them on a journey where they feel secure and confident in their decision.
When you understand the risk objection mindset, you can be proactive in overcoming this common problem with social proof, a free trial or guarantee, and clear market language.
And if you’re ready to create your entire irresistible offer, claim your seat in the upcoming workshop.
It’s completely free (that means zero risk). Come learn how to create your entire message, offer, and business model with the speed of AI. No tech skills required.
Click below to be my guest:
