...offering a strong guarantee terriffies most small business Owners...except the smart ones who know how it drives sign up like crazy.

7 Essential Secrets Of Building Income With SBI Websites

Step #6:

In this Lesson: Stand behind what you sell and what you say

• Reversing the Risk - how to make signing up for your list and buying from you and you alone, at the price you wish to charge, a 'no-brainer' - AND gain 30% more sales.

In Step #5 I detailed some of the absolutely essential things you need in any marketing message - whether you're marketing to your existing clients, or to get new ones.

Apart from the OFFER - by far the most important part of the message - there's one other thing you need to get a reluctant sale across the line.

a GUARANTEE!

Have you ever almost done something or bought something, but didn't quite...because you were worried about making the wrong decision? Well, listen up...your clients and prospective clients are worried about the exactly the same things when they're trying to make a decision to buy from you.

FACT: "A guarantee and credentials eliminates that final barrier to signup and sale."

But there are guarantees, and there are guarantees.

I'm sure you already have an 'under-the-counter' guarantee. That's the one you bring out only in dire circumstances...when an angry or dissatisfied client's standing at your front counter, and you offer - as a last resort - to give her money back, or at least re-do the treatment.

(This always fascinates me: when a client is very, very unhappy with a treatment, or service, why would they want another one?)

But what if, instead of hiding your guarantee and credentials under the front counter, you

shouted your guarantee from the rooftops?

Why not. After all, you're good at what you do, aren't you? Of course. So, back yourself and your ability to deliver what you promise, with a strong, unconditional guarantee.

I'll tell you what happens. Your guarantee actually drives sales and sign ups!

"But George, I'm afraid I'd get ripped off by clients claiming
the guarantee, questioning my credentials and wanting their money back!"

Fair question. I get it all the time at the seminars I run.

But here's the thing:

Less than 1% of people ever call on a guarantee!

But 30% more people will sign up and call!

I'll demonstrate that for you. In the past 12 months, how many products have you sold and services delivered? Hundreds, Thousands? Okay, now how many times have you had to give anybody their money back...twice? once? Maybe...never?

Right. So, the value of promoting a strong guarantee far, far outweighs the risk of having to make good on it!

But as I said, there are guarantees, and there are guarantees.

The 'Weasel' Guarantee and Credentials

You've no doubt seen this one. It looks something like this:

"100% Money Back Guarantee - if you return your 'widget' between 1am and 2am on  a Tuesday, accompanied by at least two (living) grandparents..."

Groan. How many businesses put dumb conditions on their guarantees...too many. And it becomes completely worthless. If you're going to offer a guarantee - and if you back yourself, you absolutely should - make it a

'Gutsy' guarantee

Something like

"You'll be absolutely delighted with this report, or it's FREE!  Or I will give you $10 the time I have wasted"

Here is an example. Its mine, remember what we said in the last lesson, Headline, Testimonials and Offer are essential.  Well you can see all of those, except the offer that's further down the page, but adding the Guarantee, you can see its actually in the headline, and it is not vague, and adding the Credentials will multiple the effeteness of your pitch.

'

Here's the result:

People Sign Up From All Over The Globe

So now you know all the ingredients that go into writing a great Sign Up Page and building a huge list, get the right traffic with the right keywords, get a landing page that offers them what they want, and a free gift that they need, ad in a great headline, testimonials and credentials and you will get people signing up in droves.

Now two quick answers to questions I get when I present this at my seminars.

Question: Do people ever call your references?

Answer: Yes and No.  Yes they call if they are going to sign up for a website being built - that is a reasonable investment, but No they do not call if they are going to sign up for a free online report.

Question: What and now did you get the Better Internet Bureau and Google Professional logo?

Answer: The Better Internet Business Logo is offered to websites that sign up to a code of ethics, have have a full disclosure and privacy policy.  The Google Professionals logos is earned by being in control of quite a few thousand dollars of Google Adwords in a Number of other client accounts, having used adwords for a period of time and getting over 85% in a Google Exam.

Question: Why do you put the name of your business and picture of your business and you online if you are an online marketer?

Answer: Whatever you say about being online and being anonymous most people still prefer to do business with people they can see and touch, in fact still 95% of trade is within 15 miles of a persons home. I have nothing to hide so I have no problem being out for all to see.

OK the second section here is how do you produce that report and free Gift?

Here is the mind blowing secret that I learnt whilst still selling off line stuff.  The easiest way to make something of value is to interview people.  Think of some of the top rated TV and Radio programs.  Interviews.  Dr Jeff, Opra, Parkinson and the Late Night Show, basically all interviews, very cheap for the TV station to produce, brings in millions of viewers and still costs a load to put and ad near.

OK so how does that help you?

Simple, take the idea you came up with when asked the question "What are the top Mistakes Your Clients Make?"  Then get somebody to interview you about them.  Get somebody to type that up and Wham.  Instant Report and Audio Product.

Now before you say I can't do that.  Think you do it every day.  Client calls in as says, I bought this, did this and this went wrong and you say.  Well you should have done this, then this and make sure you do not do that.

All you have to do is get a recorder.  Get a person to interview you - maybe your partner.  And get them to ask these questions.

What are the top 3,5,7, or 10 mistakes that you clients make when .....

Then when you say.

1.  They do this when they should do that

Your interviewer than says "Tell me about that"

Get it down on paper.  Put a value on it.  Believe me my cleint who saved $377 per month thought my report I said was worth $97 thought it was worth a whole lot more.  $377 a month allowed him to buy an investment house that has almost doubled in value, but that's another story.

Does the report need to be smarted up.  Maybe a bit but a typing agency or University student can do that for you for a $100. 

There you go you first report.

Here is exactly what happed when I go another client to do this.

"George, can we turn off the leads because we are getting too many and we can't handle them...". (We now make $000s out of those leads) This was the first message that I had to send to George once my new SBI site was up and running.  Basically we had taken the response rate that we expected on a direct mail campaign and related it to the web.  Big mistake, you see we were giving away "free reports" not that the Free was an issue, its just we could not cope with the response.  Anyway George sorted that our by helping us put up an on-line system that took all that work away and actually increased our response rate to the Free Report.  Those Free reports have resulted in hundreds of thousands of dollars in income and still work to this day, month in month out.    Greg Milner CEO, Worldwide Salon Marketing,  Lakeside - Suite 7, 144 Northwood St Leederville WA 6007, Phone: +61-8-9388 4727

Nice problem to have Ah!

Good marketing!

George Slater
CEO The Web Master.Com

Continue on To Step 7