Missing Guarantees that could hurt Sales Conversions
Missing Guarantees that could hurt Sales Conversions
When you are involved with any business the first thing you must do is overcome objections. Buyers will look for reasons NOT to buy from you. Any good sales person will tell you this. However to help improve sales conversion you need to overcome these objections. If you are a newly formed company you may experience trepidation from your potential buyers. Mainly because you will not have many customers, testimonials or even much of a track record. Even if you are an established business there are still a few simple things you can do to improve sales conversions.
Guarantees
Do you offer money back guarantees? Exchange or Credit polices around returns? Perhaps you have a "risk free" guarantee that is common in infomercials to put potential buyers at ease that if they want to return the product they can. If you have a new product that no one has ever heard of, this may be the route to go to establish early sales and absorb any risks your customers have of buying from you.
Low Price Guarantees are also popular to compete against other retailers. Meaning that if you find a similar item that is offered for less a retailer will usually price match or give you an extra 10-20% off the listed price.
Try before you buy (aka the Free Trial)
Services including online services are a great product to offer free trials before customers sign any contracts or agree to subscribe for a monthly or annual contract.Netflix comes to mind with a no risk, free trial of their video service. If you don't cancel before your trial expires you will automatically be enrolled in their monthly subscription.
Extras
So assuming your buyer has found something they want to buy, but is not happy about the process. Perhaps they believe the shipping cost is too high, which is why Amazon has had free shipping over a certain order amount for many years. You will notice that smaller retailers have started copying this tactic albeit at higher order totals. If you are a jeweler you may offer a free ring resize if you are not satisfied with the way your ring fits on your finger.
Extras could also include throwing in something extra such as a free product, which is one tactic infomercials use. For example "if you call right now" we will also include a free item.