Christine Schlonski [0:02]
Hi Gorgeous, this is episode number 077. You are listening to, Heart Sells! Podcast. I’m your host, Christine Schlonski. I am so thrilled as always that you are here. I cannot even tell you enough. We are on the very last days of, Sales Mentality Makeover Masterclass. What a class! I mean, the results people are receiving is just amazing. The ideas, the mindset shifts, how they can build a business and life they just so love is so wonderful. I am so so happy that I am the host of this masterclass. So, if you have not heard about it yet, hop on over to christineschlonski.com, and find the tab, Sales Mentality Makeover Masterclass, you can still join and get the last days and the last interviews.

Christine Schlonski [1:00]
What you can also do, it’s all packaged up as a VIP ticket with so many bonuses, you can always get that VIP ticket and support, Just Like My Child Foundation, with a portion of your ticket as well to give back to people in need. We are supporting the Girl Power Project, which I personally just love because it gives young adolescent girls, the opportunity to learn that their body belongs to them, to get an education, to help them, to learn a profession or become a business owner. So they not only change their lives, but they change the lives of all the people around them. I would be wonderful, if you tune in, if you check out the Masterclass if you still can get the free version, why we are running it, awesome! Get it! All the wonderful experts have delivered so much value that, I’m speechless. I’m the host, I interviewed each and every one of them. But I’ve learned so much myself, that I highly recommend you joining and learning from them directly.

Christine Schlonski [2:15]
Also, I really wanted to thank you because Heart Sells! has been in the top 100 iTunes podcast on business. That is because of you. It’s because of you listening, because of you subscribing, because of your rating. So if you have not subscribed yet, make sure you subscribe, so you always get the notifications on the episodes. Please leave a review and a rating for the podcast so that more people can discover it, and can learn from it and really get that change in their business and their life by shifting their mindset into a sales success mindset. So all the episodes, in case you want to catch up, you find them as well at christineschlonski.com, in the tab podcast. You just can scroll and see all these amazing outstanding entrepreneurs who share their success stories, their sales success stories, their struggles, how they overcame it, what kind of strategies they are using, and mindset they are having, so that they can produce these outstanding results and serve those people. Not just one or two of them but hundreds, hundreds of thousands of people, millions of people. So have a look, hop on over to, christineschlonski.com. You also will be provided with all the resources we are talking about here, as well as show notes, the key points, and the transcripts. If you have not noticed for every podcast, for the guests, we have such an amazing magazine cover style graphic, so you really want to have a look.

Christine Schlonski [4:01]
I’m excited to here today, because today is , variety Friday, and on variety Friday, I am sharing either my knowledge, an amazing resource or answer your questions. One question I have gotten from a client is, that they ask, “Well, Christine, should I be giving guarantees?” I see that so often that, when you buy an online course, you get a guarantee, you get a money back guarantee. I just thought I’m going to share my take on that because I personally think that guarantees can be kind of tricky.

Christine Schlonski [4:38]
Here’s what I would suggest, you think about before you make a decision. Should you be giving a guarantee to your products and services or not? If you have your own products and services. I think for products, the guarantee probably more applies than for services. Because if your product breaks in, you probably have like some kind of guarantee time or guarantee period where people can give back the product exchange the product or whatever. What you should know about giving a guarantee for your services, to kind of help people to get over the edge. To purchase from you a guarantee is always helpful because it shows people in case they have made the wrong decision, they can potentially get their money back, which is a good thing because it helps you to build trust, it helps you also to show that you believe in your products, because you believe that they are so amazing that you dare to offer the money back guarantee, which is great. So here’s another thought, I would love for you to think about it. There are people on this planet that really truly need your help, but then have a hard time committing and doing the work. So in case you have these people, they maybe buy your product, because you did an amazing presentation, you had an amazing sales conversation. But then they want to back out. And I want to make a differentiation here.

Christine Schlonski [6:24]
So for example, if you sell an online course, where you cannot really handle who’s buying it and who doesn’t, I think a guarantee is really important. If you sell, for example, private coaching, one on one coaching, I would not provide a money back guarantee. And I don’t know how your system is set up. But this my system, everybody that coaches with me one on one has to apply. And we have to have a conversation. Because early on in my business, I learned from so many amazing entrepreneurs that I admire, that have huge success levels, that I thought I’d better listen. What I heard them say was that they only work with clients that light them up. So I made the decision. Even before I started my business, I made the decision that I’m only going to work with my so-called soul mate clients. These are clients that if I have a conversation with them, I know we are the best fit for each other. I know, I would love to invite them to my house, I know I would love to hang out with them, I know I would love to have dinner with them. If in the conversation, and that’s for me personally, that’s my opinion, you can think totally different about it and it’s totally cool. I do not want to waste my time and energy, I want my clients to get amazing results. So if they’re not my soulmate client, then I’m not the best person for them. Just taking their money doesn’t feel aligned for me. When it comes to one on one coaching, I don’t give them money back guarantee, because I don’t take people on board that are not capable of doing the work required, that are not committed, I don’t want anybody to sign up for my one on one coaching to then kind of freak out and you know not doing the work and asking their money back. I don’t even want to bother with that.

Christine Schlonski [8:51]
This is a personal decision that you have to make for yourself, Money Back Guarantee and one on one situations, yes or no. For me, it’s a no, because I only take on this one on one clients that are totally aligned, they have to fill out an application, we have to have a conversation. If they qualify, I take them on board. I’m happily taking their money because I know when they work with me, they get outstanding results. Just one of my clients recently had, after working with me for a short period of time, so much money in the door that she already had paid like twice for my services. We just started that journey. So I’m happy to take their money because I know that this is a high level of commitment. I know they will do the work. And I know they get outstanding results. They see things they’ve never ever seen before. Most of them get results rather fast. This is your decision to make for this case.

Christine Schlonski [10:04]
For an online course, when a person doesn’t know you, like in a one on one setting, or you don’t have that one on one conversation because you sell online, maybe you sell through a webinar, or you sell through an online coaching, Facebook Live, through your YouTube channel, whatever that might be, you do not have the level of control, who signs up for your course and who doesn’t. Those who sign up, qualify as your ideal client. So there might be some of those people that you can really help. But they are not like you were so many clients. So for a course, I would always give a money back guarantee. But I would not just stay you have, like this 30-day money back guarantee, I would put it on a condition. Here’s why you really want to make sure that you support that person. So whatever product you are selling, most of the time the person needs to commit, they need to do the work. They need to go through a transformation, usually to becoming the next version of themselves. We all know from our own experience that a transformation sometimes is really coming with pain, sometimes even a lot of pain. So depending on what you offer, you want to make sure that you really support the space for growth. If you just give back a money guarantee, and they can get their money back at any point. I don’t feel that it’s very supportive for them.

Christine Schlonski [11:57]
Again, that’s my personal opinion, I feel you should put that money back guarantee on a condition. So I’m going to give you an example, I have a course or I have several courses, I’m just going to do it one versus one course. Because then I can go into the detail. It’s called, Heart Sells! Smart Start. It’s where people learn how to say what they do in a way that really is interesting and appealing to their ideal client. It’s a way that to figure out like, “Who is my client? How do I set myself up for success? How do I have those conversations”, and it is a process. People will not really get everything at once. There are some amazing bonuses as well. So it’s a really a wonderful course that creates massive, massive results if the person is committed to do the work. So what I did here, I thought about the money back guarantee, I offered it under a condition. I said, “Alright, here’s a money back guarantee to whatever module right there”, I think there are five modules. So people had time to work through some of the things. In case they would have wanted a money back guarantee, which nobody took me up on so far. In case there would be a person asking for their money back, I would want it to see their homework, I would want it to see, have they watched the modules, have they done what was required, because if I just give them the money back, it’s like giving them a free pass to enjoy the success level they already have. It’s not helping them to get to the next level. I want to hold the space for them to grow.

Christine Schlonski [13:52]
But I also want to be their accountability partner, somehow, so that they don’t just sign up one day and a couple of days later decide that it’s not for them because they have to do the work. I’m really, really clear on that money guarantee as well. When I express it to people, when people for example, watch the webinar, or on a live training or whatever it is. I explained that to them. So I think, you also want to be really, really clear about the guarantee you are giving, that you know you can fulfill the requirement yourself. You know you have done everything to support that person. They’re people that just, have made a wrong decision by getting your stuff. So yes, give them back the money and wish them well. But you also want to make sure that they are really in the place where they have the opportunity to grow doing the work. So I hope that makes sense for you. Sometimes, to get people over that edge to say yes to themselves, take some money back guarantee, because it makes them feel secure and that’s great. It’s probably going to give you extra sales. But also you want to structure it in a way that you don’t make the extra sales and then you bother with giving, like lots of people their money back. So be really clear of who you want to serve, how you want to serve them, and then put a money guarantee on place for your products and services. That is really clear. That shows them they get the money back when they showed you they did a certain amount of work, and then realize this is totally not for them. If they are just the lazy people, you want to hold them accountable as well. So you want to be really clear of where you give him money back in a way you don’t. I hope this helped on that question.

Christine Schlonski [16:08]
Let me know what you think about it. Let me know how you handle it, by writing me an email to info@christineschlonski.com. I’m always excited to hear from you. If you have a comment on this one or any other comments or questions for the future episodes for the, Variety Fridays, I’m so happy to receive your email. All you have to do is write info@christineschlonski.com. Obviously, all of your resources, transcript, show notes, key points, wonderful designs, everything I have to offer you find that at christineschlonski.com, hop on over there. Go through the tabs, Heart Sells! Podcast, you’re right there for all the amazing podcasts. We still have running on the last days of the, Sales Mentality Makeover Masterclass. When you find that tab, you can still sign up or you can get the recordings. Either way. I hope to see you on the other side. I’m wishing you a wonderful day wherever you are in this beautiful world, saying bye for now. Until next time.