Moving a Business Relationship from Free to Fee: Power of Freebies - Part 2

In the last issue we looked at 5 reasons why giving stuff away is a great tactic for filling your pipeline.

Now let's take a look at the kind of things you may want to give.

What Kind Of F'reebie Should You Offer?

You should aim to offer something tantalising to spark the relationship but that doesn't necessarily mean giving something that costs you in a big way. You need to put yourself in your prospects' shoes and ask, "What problem would I be grateful to have solved right now and without cost?". The more closely you can provide something that's a genuine solution to people who may need what you sell the more powerful your offer will be.

My particular favourite is a special electronic (low cost) report, guide or information pack. They're relatively easy to produce, can have a high perceived value and if delivered through a website you don't even have to pay to produce them. So you can deliver value, set yourself up as an expert and do it for a very small outlay once the initial investment in creating the content is done.

Sometimes it isn't practical or appropriate to offer f'ree information, so below I've tried to categorise a few of the more common ways to provide a f'reebie.

Note: It's a good idea to have your pipeline handy. You can get the pipeline here...

Different F'reebie categories...

* Information (on website, information pack, toolkit) It's valuable to your target, but if packaged correctly costs you nothing! The added benefit is they'll give a little more information to you if they really want it!

In order to get the f'ree information you request that they provide you with their contact details and permission to contact them with regards to their enquiry.

So, they get something useful for f'ree and we can begin a relationship with them. The MWR with this technique is to move them from "Stranger" to "Know Who You Are" plus it gets them to divulge some 'needs' information.

* Sample Service (consultation/training/coaching session) This costs you more than simply providing information but you can also move your target through the pipeline more quickly. You'll be using this freebie to move the target from 'Stranger' or 'Know Who You Are' to 'Sampled Your Work'.

Coaches usually use this approach with varied results. I'd suggest making it clear up front, how much this would usually cost and also being choosy about who you allow to take advantage of your offer.

A self-selection type questionnaire, designed to screen out people who you don't want to work with or probably won't get the full benefit will help.

One client, a training firm, uses this approach to get into large organisations by providing a f'ree training masterclass with decision makers and a small group. Their MWR is that the company takes part in a consultation first (an opportunity to learn more and make the sample work.)

* Healthcheck Free evaluations and audits for IT, people or systems is a high risk approach to offering a f'reebie. We did this once by offering f'ree website evaluations. On the surface it seemed good. find people who aren't entirely happy with their website and then tell them how we can help them get it working. The reality was a lot of work to attract uninspired and desperate clients who weren't prepared to pay for a 'proper' job.

A healthcheck can be great if you want to be inundated with enquiries but you could end up being a busy, unpaid fool. Most of the enquiries we generated from our healthcheck were from desperate people. In our experience you don't want desperate clients but more on that later.

* Workshop/Seminar A f'ree (or low cost) workshop/seminar can be a fantastic freebie. You get the opportunity to work with a captive audience, let them sample your ability and create a close, personal relationship with you.

You'll convert many from 'Stranger' to 'Sampled Your Work' in one shot which is sometimes easier than doing a whole load of one to ones.

* Paid For - Low Cost Although not exactly a f'reebie, having introductory services or providing a low risk opportunity for prospects to sample you could be a good way to move the prospect on quickly from 'Stranger' to 'Paid For Your Work'.

Some people will try to take advantage if you're not careful though so, be very clear that this is a special price and if possible put certain terms on your offer; for people who buy before a certain date or because it's a cut-down version of the full service.

* Bonus Incentive Something that's better than Paid For - Low Cost is the bonus. Basically, when somebody agrees to pay for your work they'll get an additional bonus: ie a f'ree report, book, bonus session, discount off future course etc.

* Newsletter/Regular Updates This is an example of something we call a Ping. Basically it's a way of sending information to someone to see if they're still listening and interested. When you get people to agree to receive f'ree information from you on a regular basis in return for their contact details you have permission to give them the occasional gentle nudge.

Our tips ezine has been going since 1997 and provides a great source of leads and prospects for our various business offers.

Delivering this by email, using a form on your website, will keep the cost to you low and provides genuine value to your potential customers.

Have Fun!

'Dangerous' Debbie Jenkins
debs@debbiejenkins.com

(c) Copyright 2005 www.BookShaker.com

SUMMER CAN BE SLOW FOR BUSINESS
But don't let that get in the way of your success.
This is the ideal time to work on your business
rather than in it. Get 2 F'REE eBooks and prepare
for more success with less effort here...
http://www.leanmarketing.co.uk

I'm wondering if... You Know Other People who should be reading this too? So do us all a favour (they get 2 free books - we get a new subscriber - you get to look good) when you Pass On This link... http://www.leanmarketing.co.uk

---

Google News Updated : Sun, 07 Sep 2008 08:08:09 GMT Tim Tebow leads Florida past Miami - Los Angeles Times OnlineSportsHandicapping.com Tim Tebow leads Florida past Miami Los Angeles Times - 1 hour ago * at No. 5 Florida 26, Miami 3: Tim Tebow threw two touchdown passes for the Gators (2-0), who ended a six-game losing streak against the Hurricanes with their first win in the on-again, off-again series since 1985. Tebow's maturity key to Gators' win over Canes - College Football ESPN Marve's debut gives Miami (Fla.) reason for hope SportingNews.com Orlando Sentinel - Seattle Post Intelligencer - CNN International - Independent Florida Alligator all 590 news articles Publ.Date : Sun, 07 Sep 2008 06:58:47 GMT Yes, the mosquitoes were nasty this summer - Yakima Herald-Republic Yes, the mosquitoes were nasty this summer Yakima Herald-Republic - 1 hour ago by Ross Courtney PROSSER - Cody Jansen sloshes through a pasture, his rubber boots squishing in muddy puddles as he goes. He dips a ladle into a tiny pool and looks closely. Rockland resisted West Nile virus query Lower Hudson Journal news Aerial survey being conducted to find mosquito breeding grounds San Jose Mercury News San Francisco Chronicle - Shelbyville News - Atlanta Journal Constitution - dBTechno all 362 news articles Publ.Date : Sun, 07 Sep 2008 06:47:33 GMT 'Home: A Novel' by Marilynne Robinson - Los Angeles Times Washington Post 'Home: A Novel' by Marilynne Robinson Los Angeles Times - 1 hour ago Drawing on the characters of prize-winning novel 'Gilead,' Marilynne Robinson revisits an Iowa town. By Emily Barton UNLIKE novels that delight in plot twists and structural play, Marilynne Robinson's Pulitzer Prize-winning "Gilead" is seemingly ... Back at home, troubled siblings look for refuge Boston Globe Their Father's House Washington Post The Oregonian - OregonLive.com - Austin American-Statesman - News & Observer all 7 news articles Publ.Date : Sun, 07 Sep 2008 07:04:58 GMT 'Wrestler' wins Golden Lion - Hollywood Reporter Hollywood Reporter 'Wrestler' wins Golden Lion Hollywood Reporter - 2 hours ago By Eric J. Lyman ROME - Darren Aronofsky's "The Wrestler," which set the Venice Lido abuzz after its world premiere Friday, won the festival's top prize Saturday. Video: Mickey Rourke Pinned in 'The Wrestler' AssociatedPress Will victory at the Venice Film Festival help 'The Wrestler' in ... Los Angeles Times Variety - Reuters - Monsters and Critics.com - Washington Post all 445 news articles Publ.Date : Sun, 07 Sep 2008 05:36:04 GMT Health Buzz: Immunosuppressive Drug Warning and Other Health News - U.S. News & World Report eFluxMedia Health Buzz: Immunosuppressive Drug Warning and Other Health News U.S. News & World Report - Sep 5, 2008 The Food and Drug Administration has asked the manufacturers of Humira, Cimzia, Enbrel, and Remicade—which belong to a class of medications known as tumor necrosis factor alpha blockers (TNF-alpha blockers)—to strengthen the warning for risk of fungal ... FDA urges more caution over TNF blocker infections Reuters Arthritis Drugs Linked to Risks From Infection New York Times WebMD - eFluxMedia - Scientific American all 622 news articles Publ.Date : Fri, 05 Sep 2008 15:23:08 GMT Sarah Palin may have women flocking - to Barack Obama - New York Daily News Times Online Sarah Palin may have women flocking - to Barack Obama New York Daily News - 13 hours ago BY KENNETH R. BAZINET and MICHAEL McAULIFF WASHINGTON - If John McCain wanted to poach the women's vote from Barack Obama, he shouldn't have tapped a running mate who dubbed herself a "pit bull with lipstick. Sarah Palin's appeal to working-class women may be limited Los Angeles Times A feminist's argument for McCain's VP San Francisco Chronicle Boston Globe - Newsweek - The Associated Press - Richmond Times Dispatch all 1,109 news articles Publ.Date : Sat, 06 Sep 2008 18:10:33 GMT Gates outacts Seinfeld in Back To The Future - CNET News Seattle Times Gates outacts Seinfeld in Back To The Future CNET News - 8 hours ago Which is why Crispin Porter Bogusky, the agency responsible for the otherworldly new Microsoft TV spot featuring the clowning Bill Gates and Jerry Seinfeld, is already happy. Microsoft's Renewed Vista Strategy PC World Journals week in review: news from One Microsoft Way Ars Technica InformationWeek - New York Times - MacMod - CRN all 522 news articles Publ.Date : Sun, 07 Sep 2008 00:01:52 GMT Make Data Feed Websites Amazon Content

PARLOT::Ebooks, Scripts, Websites, and more...

Adsense websites

Build A Successful Business By Staying Connected

Over the course of your business life you'll come in... Read More

Top 7 Tips for New Businesses

The marketing decisions you make for your new business are... Read More

Do You Really Need a Brochure?

The phone rings. Good news... it's a potential client. You... Read More

Feature Your Benefits

Sales Copy? eventually every small business owner must consider what... Read More

How to Put Law & Order into Marketing Your Legal Practice

First in a series of three articlesRegardless of your law... Read More

Make Your E-Mail Signature File WORK for You!

You're probably familiar with e-mail signature (or "sig") files -... Read More

Writing To Overpower Your Competition

"We don't have any competition. We're a truly a one-of-a-kind... Read More

Developing a Contact List- Part Two

In a previous installment, we spoke about how to come... Read More

Marketers VS Consumers Predators VS Prey

The distance between marketing consultants and the real world can... Read More

How to Turn Your Marketing Into a Money-Making Machine - Preparing for Marketing That Yields Results

The usual complaint from companies is that Marketing simply does... Read More

Global Market in the Cyber world?Go and Get It !

With the Internet opening up the doorway to the global... Read More

The Six-Step Process That Grows Your Business

1. Examine your clientele and define your ideal client. Of... Read More

Communication Breakdown - Dont Let It Happen To You

Do you have Communication breakdown?How are you communicating with your... Read More

7 Marketing Lessons I Learned From the Muscleheads at Golds Gym

Can I share a secret with you?I love working out.... Read More

Eight Advantages of Fundraising Letters Over Other Methods

1. Personal Fundraising letters are about as personal as you... Read More

Overcoming Resistances To Marketing a Practice-Part 2

In Part 1 of this article, "Resistances to Marketing a... Read More

Take the Logo Litmus Test

Here is your C.I.T.T. (pronounced "kit")[Color ? Illustrate? Type ?... Read More

Mortgage Marketing - Viral-Email, Referral Marketing Strategy

This is a devastatingly powerful way to extend your marketing... Read More

50 Benefits Of Joint Venture Marketing

What Is A Joint Venture?A joint venture is an agreement... Read More

Profitable Marketing Programs (Part 1)

Deciding whether a particular marketing program is profitable to your... Read More

How Effective Customer Surveys Will Help Innovate Your Business

Have you ever wondered why the phones aren't ringing the... Read More

Take It To The Customer

In the past, purchasing ad space was the solution to... Read More

Be a Smarter Marketer - Learn the L-A-W for Trade Shows

People attend trade shows because they are in a specific... Read More

Are You Guilty Of Interruption Marketing?

You muted the commercials on the TV last night because... Read More

Nice Guys Finish First

Volunteering your services can be an excellent way to form... Read More