There’s a glitch in the familiar “freebie” thinking: If a customer doesn’t see value, there is no way they can assign a price to it.
Read Mark Hunter’s brilliant article: Free is Expensive in Top Sales World Magazine (easily download the current issue with free registration—see the Top Sales Magazine box in the left-hand column of the homepage, and subscribe!). Top Sales World brings together sales experts from around the globe. Yes, the Focus article is on me this month (pg. 16), but you have the opportunity to win an autographed copy of my book, No More Cold Calling™: The Breakthrough System That Will Leave Your Competition in the Dust!
Here’s what Mark Hunter has to say (pg.20): “Free is expensive for one simple reason – because it is! Let’s realize “free” for what it is. The only thing it does is attract a lot of interest and customers who may wind up trying the product or service. The problem is the customers who are attracted to it have nothing invested in it; therefore, they don’t have any reason to see value in it. If a customer doesn’t see value, there is no way they can assign a price to it…”
Read the rest of the article: Go to Top Sales World (free registration), and get your free Top Sales World Magazine.
Join the Conversation
Is anything really “free”? What delivers the greatest value for you and your customers? Share your experiences here.