We’ve all heard of money back guarantees and free trials. They reduce the risk of trying the product, thus increasing conversion rates. Risk reversals take things a step further.
A risk reversal doesn’t just reduce risk, it completely removes all risk for the customer and makes it risky not to purchase.
To formulate a risk reversal, take each of the customer’s risks and make them your own. If they need to return the item, you provide a label and pay the shipping cost. If they don’t want to risk time setting up the product in case it’s not right for them, you set it up for them.
A comprehensive risk reversal addresses as many of the customer’s objections as possible. This leads to a higher conversion rate and often increases word of mouth by impressing customers with your dedication to service.