Strategy 16: Try Before You Buy
This is a variation on the puppy close. Once you’ve taken the puppy home for a few days, you don’t want to give it back.
Hugely successful organisations like Readers Digest have been using this for 40 years because it works!
Your goal is to have them try on the product or service and fall in love with it. It also removes the initial buyer resistance to taking out their wallets.
In one instance we know about, setting up a “try before you buy” increased sales by a factor of 4 and returns by a factor of 2. So they’re well ahead!