Mark Simpson is the hotel King, at least from what Jess has heard, and she met him at Dan Meredith’s Brighton Business Bonanza! Mark helps small hotels get more bookings. He was once in hospitality, but decided to step out from running a hotel in order to support hotel owners in order to spend more time with his family.
Mark describes the motivation behind starting Boostly, and why he feels for smaller hotels, and how he identifies with their pain points. He also draws a parallel between teaching children how to play football, and teaching 45 year olds to use Facebook.
Jess oh-so-subtly tries to cue Mark in to his question: Is offering a money back guarantee the biggest sell out on a sales pitch or is it a nice little secret weapon to gave up your sleeve?”
Jess explains that money back guarantees are tricky because they rely on whether or not your client does the work. It requires an agreement that often goes overlooked, holding your client accountable.
She also explains that money back guarantees tend to attract people who won’t invest 100% of the effort or energy into the goal or objective. Jess also explains some of the positives of offering a money back guarantee, and how they can often show confidence in your product.
She also shares a question you could ask instead of offering up a money back guarantee. She explains that often there’s an objection that has very little to do with money. She also explains that sometimes a financial investment can be a stress on someone, in which case, that person may not be the best fit for your service at that time.
Jess explains when it’s a good idea to be flexible, and stresses the importance of pre-qualifying your potential clients before getting on the sales call in the first place.
“I personally don’t give money back guarantees”
“They’re still fence sitters, their just fence sitters who happened to pay for one installment”
“I would rather someone not join my programs if they’re not 100% in”
“Part of being a good customer is doing your due diligence”