Topic 7: Understanding the Guarantee Offers as Much Support for You as it Does for Your Client

Philip Arnfield

Do you remember the McDonalds Burger Prep. Challenge? They promised to have your order ready in 2 minutes or it was free.

What do you think they may have done before launching this campaign? Undoubtedly, they would have created a system to ensure they could deliver on the outcome promised.

Imagine a sub-contractor to builders guaranteeing on time delivery or it’s free. That is the extraordinary guarantee provided by General Stair Corp and it transformed the company…

Behar’s absurdly simple idea, reshaped and then hardened in the kiln of heated debate, ultimately reached into every aspect of General Stair, changing everything from the phone system to the compensation system. It altered how the company’s 35 employees worked together, and what they wore while working. It played a key role in slashing such costs as labor and raw materials while boosting productivity. The process forced General Stair to define its business clearly, and in doing so freed it to pursue compatible products and businesses.

Read the entire article here.

The point I am trying to make is this. If you craft a powerful guarantee, it produces two outcomes.

Firstly, it removes the risk of people doing business with you.

I am suggesting you offer this guarantee to your advisory clients on an advisory project valued at $5,000.

If you are in any way dissatisfied with the service you do not pay, simply let us know within 14 days of receiving the account.

This guarantee removes all the risk of the client engaging you, it is a powerful motivator for the client to say yes, and a wonderful marketing tool for you.

Secondly, the guarantee will make you establish systems to ensure success of the advisory project. Meaning you will be well prepared, and select the appropriate clients to work with.

You should be entirely confident the strategies you will be recommending will achieve the promised deliverables of increased profitability and cash flow, if implemented, and be confident you can bring the client to a position where they hold the same view.

If you are not confident about this, you should not be working with the client in this area.

And there is another level of support offered to you by the guarantee.

If you have a large compliance client who you believe will benefit from a business development service, you can engage them, knowing: If they are in anyway unhappy with the outcome, they can call the guarantee and thereby not damage the ongoing compliance arrangements.