Posted On September 10th, 2017
I get squeamish emails from clients all the time asking if they need to offer an IT services guarantee. Here’s my final position on the matter — if you’re looking for an easy way to differentiate yourself from the competition and overcome price resistance, the answer is yes.
Guarantee What You Sell
If you can’t guarantee what you sell, you need to improve your services or find something else to sell. Most of the fear of offering a guarantee has more to do with insecurity rather than substantiated fact.
If you provide a great product or service that delivers the results you promise, you should have no negative repercussions offering a guarantee. Adding an IT services guarantee should make it infinitely easier to acquire new clients. The only way to know for sure is to test it. Will you get the occasional unfair, unsubstantiated request from a customer who wants their money back? Of course, but it should not be the majority. It’s part of the cost of doing business, just like uncollected debts from the occasional deadbeat client. Read full article and comment →