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One of the greatest concerns for those who do sell online is how to make sales stick and minimize refunds. Selling someone a product or service is one thing. Making it stick is something else. If you’ve been doing business online for any length of time, you know that making your sales stick and minimizing refunds is essential to your success and your profit margin. Some experts have very few refund requests, while others have a high number. Years ago I heard a very, very well known expert say, “If you’re not getting a lot of refunds, you’re not selling hard enough.” To say I was disappointed with this advice is an understatement. Being pushy, aggressive and not caring how many refunds you get is what has given sales a bad name. You will not find that type of advice from me. I believe in selling with influence and integrity. So how do you make sales stick? A great way to increase sales and have them stick is to add a guarantees. Offering a guarantee minimizes the risk in the consumer’s mind. It lets them know you believe in your product and/or service and it makes their decision process considerably easier. Many people are very hesitant to offer guarantees for a number of reasons. They are concerned they will get too many refund requests; they aren’t sure what type of guarantee to offer; they think people will take advantage of them and they are not sure what type of guarantee to offer. If you are getting a lot of refund requests, chances are you are doing the one or more of the following: • Selling to a market that is not a good fit for your product or service • Your product or service is of very poor quality, thus the high refund requests • You have overpriced your product or service. To minimize refund requests make sure you aren’t doing one or more of the previous points AND offer a solid guarantees. Guarantees encourage people to buy, even if they never use the guarantee. In reality, most people rarely take advantage of guarantees, so you really have nothing to fear if your information products and your services are of high quality. To discover how to build your business through increased sales with minimal refunds check out Kathleen Gage’s VIP Club at http://www.streetsmartsmarketing.com/VipClub.htm
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