Are You Minimizing An Executives Risk By Purchasing With You?

By Justin Hitt, Executive Relations Advisor, http://hittpublishingdirect.com/

Nothing in life is without risk, but there are several ways to reduce risk for an executive when they choose to buy from you. Demonstrating a reduction in risk makes executives are highly motivated to select your company over another who leaves risk to question.

Types of risk reduction strategies: (Answer these questions for executives)

1. Buying risk reversal -- How have you removed all the risks involved with purchasing? What does the customer get if they aren't happy about the purchase?
2. Proven strategies -- Is the process you advocate standard or well known in the industry? Is it something executives are familiar with as able to create the results desired?
3. Measurable proof -- How easy is it to test promises made in the presentation or copy. Are the results you create something that can be quantified?
4. Customer testimonials -- What companies have already purchased what you offer? What does your client say about what you've done for them?
5. Guaranteed performance -- How do you stand behind the results you promise? What happens if the executive doesn't get the results they expect?
6. Standards compliance -- What government or industry standards are your solutions certified in compliance?
7. Service after sale -- Can the executive get help quickly after they have purchases? How can they be sure delivery will be prompt?

Pack your marketing materials and sales presentations with proof that your company stands behind its product and the satisfaction of its customers. Use third-party endorsements and customers testimonials as leave behind materials, instead of product features. Take time to look at how other more competitive industries use the seven strategies shared above.

Take every effort to minimize or reduce risk an executive may take when purchasing your solution. Lower perceived risk means higher confidence that the executive won't lose working with you. Check your marketing in presentations now; do you spell out how you reduce risk for higher levels of motivation in executives.

© 2005 Justin Hitt, All rights reserved.
/ executive-relations | motivating-factors /

Justin Hitt, a copywriter and executive relations advisor for Hitt Publishing Direct. To contact him, or learn more strategies for selling and marketing to executives, visit http://hittpublishingdirect.com/

Learn the most powerful motivating factor for executives; next how you can help every executive feel appreciated ...

Table of Contents

Seven Motivating Factors That Help Executive Decide To Buy From You

1. Three Ways To Demonstrate How Your Solution Increases Revenues,
2. Why Decreasing Employee Turnover Motivates Executives To Buy Now,
3. Why Is Customer Retention So Important To Executives In Business-To-Business Firms,
4. How Demonstrating You Can Improve Response Time Will Motivate Executives To Buy,
5. If You Can Decrease An Executives Operating Expenses They'll Have No Reason Not To Buy,
6. How To Close With Executives By Demonstrating A Reduction Of Costs Of Sales,
7. Are You Minimizing An Executives Risk By Purchasing With You?,
8. How You Can Help Every Executive Feel Appreciated,