Give Free Samples without Giving Away the Store

Source: Rainmaker Report

Giving free samples of your work is effective in attracting new clients, but you don’t want potential clients to get so much they don’t need you any longer. And you don’t want to give freebies to companies you wouldn’t want as clients. Here’s what to do:

• Don’t offer the free consultation or other offer to anyone—ask them to ask you if they qualify for the free offer.
• Offer something that gives you leverage, i.e., you provide it to several people at one time. A free workshop is an example.
• Don’t offer a free hour of consultation. Instead, offer an analysis or assessment—these should have value but shouldn’t be the only services needed to solve a problem.
• After delivering the free sample, ask for the business by saying something to the effect of, “Now that we’ve demonstrated how we can help you, let’s talk about the future.”

From Rainmaker Report, Vol. 3 No. 38, September 26, 2007, RainToday, www.raintoday.com. For the complete article, click here.