If you offer high end services or products, one of the best freebies you can offer is a free consultation. For example, if you offer a $500 a month subscription or your primary product is a $2,000 service, a free consultation can work very well.
A free consultation allows you to prove that you really know what you’re talking about and helps to build a one-on-one connection with the potential client. It allows you to deliver value first, before offering your services.
Follow these steps to really boost your business with a free consultation giveaway:
Plan What You Will Present on Your Call
Two of the most important things prospective clients want to sense in a coach or a sales person is that they are knowledgeable about the subject matter and that they have the ability to lead. You should know where you want to take the listener every step of the process. If you “just wing it” with these calls you may be wasting your time and energy even offering them.
Write out a rough outline of what you want to cover in the consultation. Of course you can go with the flow once you’re actually on the call, but it really helps to have something pre-planned before speaking.
Always Deliver Value First
Demonstrate that you really know what you’re talking about through delivering value. Speak with them about what problems they’re facing and then solve one of their problems or give a unique perspective. If you have a 45 minute call, spend the first 30 minutes delivering value.
NOTE: Never pressure someone to buy. The moment people get a whiff of sales pressure, they’re gone.
Present Your Value the Right Way
You want to present the free consultation as a great value that they are lucky to receive. Which if you can help them during the free consultation, it is. Then, if you can turn them into a client, it becomes a win/win situation.
You can let the caller know what you normally charge for your time (e.g. $250 value). Tell them what kinds of problems you can help solve on the call.
Selling your products and services should never be done from a “buy me” perspective. Instead, use questions to figure out where their pain-points lie. For instance, if you’re offering a business consultation product, ask questions about their current business processes and problems.
Be sure to ask enough questions to get a crystal clear picture of what problems need to be addressed. Then let them know what you can offer and ask if they see a match between what you offer and what problems they’re having.
The goal is to find a natural fit between their needs and your products, without having to use pressure.
A free consultation is a fantastic way to bring in new customers, as long as you have products and/or services at price points that make it worth your while.
FYI: July will be an exciting a busy month here at ShannonCherry.com. Stay tuned for upcoming information and amazing offerings!