Archive | October, 2012


18 Oct

Free has no value

Too many of us have fallen into the habit of giving our product or service away for free thinking and hoping that this would be an effective technique for attracting new customers. If used correctly, then maybe it could work, occasionally.

For many, free doesn’t work because they do not understand how to use this rather complex technique as a way of attracting paying customers.
Instead, many are left with a feeling of despondency and a shattered confidence. If we can’t win a customer by giving it away, how on earth are we going to win a customer when we ask them to pay?

Free has no value to you or to them. If they don’t think your product is worth buying then having it for free will do nothing for them, or you. Many times when we give something away free, we give all that we have and don’t hold anything back, so what’s there to pay for? The truth is, much of the time, this says more about the lack of confidence you have in your product, as well as your inability to understand well enough the problem that your product can solve – that’s called selling.

If you want a sales technique to try over the coming weeks that jumps straight to the point, simply ask for the business.

Can we go ahead with your order?
When would you like delivery?
Which option suits you best?

Very quickly you will know from their response whether they are a serious potential customer, or if they need more information from you to help them buy, or if you just need to negotiate a little more.

We cannot rebuild an economy on products & services being free. What we can do is understand what our product can do for someone, the problems it solves and the type of customers it can solve it for.

Write a list of the features your product or service has and next to it how it can solve a problem – and then, who for. Don’t try and sell to everyone – you can’t, pick out some market sectors that you know, like, understand and whose language you can talk and start with those.

And remember – Free has no value for you or for me.

Reproduced from an email from Antonio Falco, blog