Risk reversal: The secret weapon in your sales arsenal.
But are you using it correctly?
Many small business owners place risk reversal before pricing in their offers.
That’s like putting the cart before the horse.
Here’s why the order matters:
1. Pricing first creates tension
2. Risk reversal immediately relieves that tension
3. This emotional rollercoaster makes your offer more compelling
Let’s break it down:
• Present your solution (value)
• Stack additional benefits (more value)
• Show the price (create tension)
• Remove the risk (relieve tension)
• Add urgency (push to action)
This sequence transforms your offer from “expensive” to “too good to pass up”.
Real-world example:
I tweaked my offer funnel using this structure.
Result? Closed a $1,450 deal using the new format.
But don’t just take my word for it.
Test it yourself:
1. Audit your current sales messages
2. Reorder the information as suggested
3. A/B test against your original
4. Track your results
Remember: In sales, psychology trumps logic.
By understanding and leveraging these subtle nuances, you can dramatically boost your conversion rates.
