When I first started writing about the importance of consultants offering guarantees to their clients the market was wide open. Hardly anyone was doing it.
Things have certainly changed. These days it seems as if every business and commercial is offering a guarantee.
How does that impact you and your business?
When there is too much of anything in the marketplace people become immune to it. They expect it and don’t appreciate it. They place little value on it. And often they won’t even notice it…as it gets lost in the haze of over abundance.
What, “I don’t even offer a guarantee on my services right now” you say? That’s okay, it’s time for you to change that up.
And if you do offer a guarantee I’m going to show you how to make a change to it so that it differentiates you in the marketplace and lands new consulting clients and projects. No joke.
Here we go…
Well known online marketer Glenn Livingston said it best (and he may have been quoting someone else), “A REAL guarantee in today’s day and age should be so strong it makes you feel like throwing up.”
Yikes! That doesn’t sound pleasant. But the concept is extremely valuable.
In order to stand out in the marketplace your guarantee needs to be so strong, so differentiated that it completely eliminates all the risk a prospective client might feel.
They literally need to think and feel “I have nothing to lose.”
Your guarantee needs to be meaningful. Not meaningful for you, but for your client.
Only the most confident and skilled consultants can offer this kind of a guarantee. The vast majority of people will be too scared to do so. That’s why this is so powerful, because 80-90% of consultants that offer a guarantee will be status quo, nothing special, and blah boring!
A consultant that can’t stomach offering a bold guarantee really shouldn’t be in this business…or they’re still early stage and need to be prepared to work very hard so that they can get to that level as quickly as possible.
Clear the path
Your guarantee on the other hand will be so loaded with value that people will find it hard to say “no” to you. You’ve eliminated the risk. So now there’s no reason the client shouldn’t work with you.
Let me give you an example of a strong guarantee. In our Consulting Success System we guarantee that you will learn how to land more clients, earn at least $5,000 in additional consulting income and have more fun consulting…or you get your money back.
Any serious consultant is going to jump on that offer right away. For the modest price of the course, the return on investment that the consultant makes is so positive it’s a dead easy decision. And there’s nothing to lose.
Spend a few minutes right now and think about how you can start offering and communicating a more powerful guarantee to grow your consulting business.