How are you using the concept of “free” in your marketing strategy? I was inspired to write this article based on an email that I received in response to my offer to provide a “free” consultation to anyone who was interested in spending at least $200 on Facebook ads.
As I paraphrase, “Andrew, people only want free stuff. They don’t want to pay any money!,” came the reply.
She’s right! People do enjoy “free stuff.” Now, the key is to use the power of free to upsell your prospect into a paid program.
Write Essay! Win Small Business Scholarship!
Please share this announcement with your friends. I’m giving away a few scholarships to my upcoming Small Business Camp Weekend (2/4-2/6). You can attend in-person or via a webcast. Just email me (firstname.lastname@example.org) a brief essay, less than 100 words, that describes how I could help you grow a for-profit or non-profit business. Deadline for submission is Tuesday, February 1st and I will announce the winners the following day. You can learn more about my boot camp at http://productweekend.eventbrite.com/
Within 24 hours of sending my “free” offer, I was able to get several people who were willing to purchase other services. That’s not bad for spending 10-minutes to write an email and then hit the SEND button.
Effective marketing is a two-step process. You want to give your best prospects a sample of your product/service and then have the capacity to generate back-end sales.
Here are a few things to consider when using “the power of free:”
1. Offer value: Assign a dollar value to your offer. Make sure it relates to a pressing need. Remember, market to needs NOT wants!
2. Minimize your efforts: Use an auto-responder to email digital products or schedule a brief telephone coaching session.
3. Develop a sales script: Stop being scared to ask for money. By the conclusion of your free offer it’s critical that you suggest addittional services.
4. Seek share of wallet: Don’t stay stuck in what you do! Be open to learning new skills or partnering with other vendors. Most people know me as a business coach but I’ve made a nice profit developing websites.
5. Leverage the testimonial: Ask if you can share this experience with others. Word-of-month is advertising that you can’t buy!
What’s your free offer? I would love to hear it. Just make a post in this blog.
Let’s toast to FREE!
Expect the Best,
Small Business Camp
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