Stephen Fairley:
Every entrepreneur can make more money by giving something away for FREE. It is something that you don’t have to create, you don’t have to buy, and something you already have. It’s your expert knowledge. If you are an entrepreneur or business owner, you have expert knowledge about something. It may be your product, your service or industry, but you can use this expert knowledge to attract people and turn them into paying customers…
Here are some other ways:
• Offer a complimentary consultation session;
• Do a periodic survey of existing customers to see how everything is going, if they have any questions, to gauge their level of satisfaction, and to see if there is any other way you can be of assistance
• Write some website white papers that provide more detailed information;
• Write an article for your local newspaper or a valued website;
• Offer a toll free technical support line;
• Host a free “How to” seminar for your prospective customers ;
• Find out what trade publications your customers read and offer to write an article for them;
• Do a call-in radio program;
• Have a Q&A section on your website.
Some Final Principles To Remember
Be creative about ways to give away your expert knowledge, but as you do so remember these principles:
• One of the most cost-effective ways to make more money is to give away your special knowledge for free. I don’t mean sell the whole farm, but provide enough information so your potential clients feel educated about the process of purchasing your product or service;
• Timing is everything. A person may not have a need for your services or product today, but might next month. Develop ways to keep in touch with your potential customers, not just your existing ones;
• Listen carefully to your potential customers. Look for their ‘pain’-why they need your help. Listen to their needs. Do not try to sell them something they do not need;
• Listen even more carefully to your existing customers. Reinforce the benefits of your service. Find out what you can do better. Listen for their future needs and how you can meet them;
• Meet your customers at their level and do not look down on them for their lack of expert knowledge;
• It’s always easier and cheaper to keep an existing customer than to find a new one and a satisfied customer is more likely to refer others.
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