James Schramko here. I want to talk about the power of demonstration. When I was at Mercedes-Benz, people would want to test drive a car before they buy it. And the same can be true of your online business, whether you have a service or you have information.
I’d ask you this: what can you let someone see or experience before they buy? In my case, I do a lot of podcasts and I make plenty of videos just like this. It lets people see who I am, hear my voice, and decide if the information that I share with them is useful, to help them make a decision to go forward with my solutions.
Now what this does, it actually dramatically lowers refunds or charge backs or any kind of mismatch of expectations, because people have already tried before they buy. In fact, I often get correspondence from listeners who say that they’ve been able to get results just from my free podcast. And that’s fantastic. If you can help someone get a result before they even give you the money, which is one thing that my friend Dean Jackson suggests you do, then you will make it much easier for someone to decide to place an order.
So going back to the old car days, what kind of demonstration can you put in your process? What kind of free trial or content or giveaway can you have that helps someone get ahead, whether it’s a challenge, whether it’s to test drive something virtually, then that will be great and it will really endear you to your customers and let people
decide to go ahead without much risk.
And they’ve already experienced what you’ve got to offer without transferring the money, and now that purchase becomes a little bit easier for them. I hope you’ve enjoyed this tip.